Recently, J.G. MacLellan Concrete sales representative Rick Lee was able to open some doors in the Massachusetts marketplace that would have otherwise stayed closed thanks in large part to just being attentive and observant, reports NRMCA Senior National Resource Director Doug O'Neill. Lee heard about several projects being considered by one National Account (to be named later) in Massachusetts and took it upon himself to tell O’Neill. After Lee identified all the major design partners and several of the key contacts within this particular National Account, meetings were set up with the design team.

"This is a perfect example of how the team concept works," O'Neill said. "The local experts, hearing of a project that clearly has national scope, then reaches out to NRMCA and together develop a plan of attack. The information provided by Rick proved very useful in our efforts to reach out to the developer who is based in another state. It also added to our ever-growing list of contacts within this particular National Account and allowed us to approach this project from several sides. Another critical step in this process is bringing in the state association, the Massachusetts Concrete and Aggregate Producers Association, to assist with moving these projects forward toward converting into concrete on the ground."