October 2018 Newsletter

**** The 4specs Perspective

How Are Products Specified?

For many products, being listed in the original specification makes the rest of the sales path easier. The more you understand about the process, the more likely your products will be included in the spec.

A key question is:

What are buildings built of?

Most people start thinking - steel, concrete, and then get lost.

The answer is simple - buildings are built of relationships

This month's newsletter links to an AIA Architect article on how architects select products - relationships are part of the process:


In my opinion, the major take-away points from this article are described in the comments at the very bottom of the article in the last posting by a full-time specifier:

"Life cycle cost is an issue with clients like this, and many of them come to us with very specific requirements, based on their experience and maintenance."

"I am not skeptical of new products because I'm an older "conservative" specifier. I am skeptical of some new products because I've seen spectacular failures of new products." She then lists some of the failures.

"One of the things an experienced specifier learns is how to separate out the product representative who knows their products -- and the problems with their products -- from the product representative who is trying to get a sale."

"I tend to specify tested systems because I am interested in support through the entire process: product support, but also how the supply chain works, and how likely I am to get manufacturer's support if there is a failure."

"Here's the real key: Architects do not want to be sued. That alone drives many of our product decisions."

More on getting specified and web design requirements in future months.



Colin Gilboy
Publisher - 4specs
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