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CCSP Module II:

Customer Business Knowledge


(20 hours)


Understanding the Concrete Contractor's Business




December 17 – 19, 2019 | Dallas, TX


online registration | fax-back flyer


Click here to register for all four CCSP courses (and save $100 per class!)





Why Attend? In this workshop, your front-line sales team learns about the contractor’s business process, measurement systems, and language. Staff learns how contractors view the entire project, as well as the role suppliers play to fulfill a contractor’s requirements. If you want your sales reps to expand their role beyond providing field support at a job placement, there is the module for them to step up their game so they can execute meaningful, respected sales strategies.



More: Enhance your learning with these products and videos.


More Info: Shawnita Dickens,703-706-4854, email

Registration and Travel Information: Jessica Walgenbach, 703-706-4852, email 


SESSION 1: Concrete Customer Overview

  • The 3 primary concrete markets

  • What customers want from RM producers

  • Identifying RM producers’ concerns about their customers

  • A project’s organization chart

  • Reviewing construction market statistics and trends

  • Typical construction phases in each market type

  • Key terms and important documents for each type of construction

  • Discussion about RM sales opportunities in each market


SESSION 2: Contractor Operations and Scheduling

  • Defining productivity and efficiency from the contractor’s perspective

  • The GC’s project management process, system, and rubrics

  • Understanding the types of construction projects’ schedules and how to use them

  • Benefits of planning and scheduling

  • Understanding the importance of the GC’s Policy & Procedures Manual

  • Working within the GC’s Work Breakdown Structure


SESSION 3: Construction Design and Designers

  • Types of architects and engineers

  • Construction design phases

  • Construction delivery strategies and methods

  • Development objectives and financing

  • Building Information Modeling (BIM), augmented reality technology, and Additive manufacturing.


SESSION 4: Construction Documents and Plan Reading

  • The contract and the role it plays among the owner, builder, and suppliers

  • The role of general conditions

  • The contract documents

  • The impact of production control systems, including specifications, plans and drawings, the construction release, purchase orders, change orders, job cost reports, check lists, and daily reports

  • Plan and blueprinting exercises


SESSION 5: Sustainable Construction & Concrete

  • Take-offs and estimating exercises

  • Sustainable construction rating systems and their role in RMC sales

  • Environmental Product Declarations

  • Life Cost Analysis and Life Cycle Cost Analysis


NRMCA Suggests participants practice basic math skills used in the workshop before class begins; sample online problems available.



This is a required course for the new Certified Concrete Professional (CCPf)

Management Certificate career track. Look for more information coming soon.




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