October 2016 Newsletter
Idealized "Getting Specified" Process
This is a somewhat "tongue in cheek" summary of an idealized process to being specified on larger construction products.
- Your local rep (or distributor or local contact depending on how you go to market) knows the specifier and/or project architect BEFORE the architect gets the design contract (more about this next month)
- Your local rep answers the architect's and specifier's questions during preliminary design and working drawing stages to help the project select and use suitable and budget-meeting products and designs
- Your local rep has distribution set up and works with the distributor's inside and outside sales people before the project bids
- Your local rep knows and works with the probable-bidding contractors before the project bids
- Your local rep (and/or your website) provides the needed product selection, design information, specifications and CAD or BIM needed to include your products as the basis of design or as an alternate
- Your local rep answers questions during bidding
- Your local rep does jobsite meetings as requested and required
- Your local rep (even if they was not your rep when the products were sold and commissions paid) follows up 5 years later when maintenance questions arise - working with the owner and architect for problem definition and resolution
architeXts has a series of cartoons about design and operations of an architectural firm. Their September 23, 2016 cartoon is about "Getting Into Specifications" -
Feedback, comments and suggestions always appreciated.
Publisher - 4specs