CASE STUDY $3$

COMPANY: $,$ Sunset Construction $($SSC$)$

TEAM POSITION: Senior Advisors to CEO

COMIUNCLATION:

You have received the following memo:

I am glad to hear about the meeting

invitation for the Elderly Housing

BACKGROUND:

A pastor of a church was attempting to build a $50$ unit elderly housing project. The

pastor had been dealing with the state's Housing and Economic Development

Authority regarding inexpensive financing and heard that $SSC$ had recently

completed two $40$ unit elderly housing projects using conventional financing. The

pastor, who had hired an architect, was interested in why your conpany decided to

use private financing and was impressed with what your compony had done.

Looking to get a construction management contract, you shared your full experience

with the pastor and even did some number crunching for him that would normally

have been part of your estimating function.

After some more "estimating work", you requested a meeting with the church"s meeting.

M$.$ J$.$ Smith

President, SSC

building board in hopes of getting your proposal accepted. You told your President

that the company had been invited to the meeting and he instructed you to make the

presentation and keep him informed.

Unknown to you, the architect invited several companies who would be your

competitors and who were being interviewed that same day. At the meeting there

were about twenty people present and the building chairman was introduced to you

by the pastor. The pastor proceeds to also introduce you and the company by

reviewing the work that you had done with him. There were no introductions of

others present in the meeting.

The interview was conducted with the usual presentation, general questions and then

detailed questions pressing for hard details relating for the project. Some of the

questions concerned percentage fees and building procedures were very detailed.

After the meeting, you are told that there were two competitors in the room.