National Resource Directors Help Clients Recognize Quality Concrete Bids

Print this Article | Send to Colleague

While the importance of having a well-designed, competitive concrete section in a set of plans cannot be understated, another part of the job of an NRMCA national resource director (NRD) is getting the National Account client to recognize the importance of quality concrete bids. Recently, the NRD team has made progress with several National Account clients, including Walmart, in not only recognizing the importance of quality concrete bids but also in educating the client’s field people and consultants.

"When we are invited by the client to work with its consultants, the communication and results tend to be much greater," said South Central Senior National Resource Director Vance Pool. "Through recent interactions with Walmart consultants, we’ve been given the opportunity to discuss many aspects of concrete paving and have been able to teach the consultant about various aspects of using concrete that otherwise, we never would’ve been able to do. This level of interaction and teamwork opens the door for many opportunities."

Beginning this process means convincing an owner through his or her own information that he or she isn’t getting the optimum value, whether that be the result of his or her own bid documents, design technique, specifications or some preconceived notion. Developing that level of conversation begins with identifying trigger points for clients and building the argument in support of concrete pavement.

"Often times it takes more time than we’d like to develop the information and relationships that allow us to work through this process with national accounts," added Pool's colleague in the Southeast Region, Amy Miller. "Some of our accounts have been very difficult to develop while others have been more open. Regardless, we are succeeding and using those experiences to continue to turn other National Account clients on to the benefits of concrete pavement."

To discuss the issue, contact Amy Miller or Vance Pool at amiller@nrmca.org or vpool@nrmca.org.