Get Your Products Specified.

I help building-product sales teams build architect relationships, create specification opportunities, and stay involved through the project cycle.

How I help products get specified

Build partnerships through lunch & learns and access

Education, access, and ongoing relationships

I identify design firms whose projects fit your products and help your sales team start useful conversations. I coordinate thought-leadership CEU presentations, support applicable continuing education efforts, and create a follow-up process that keeps your company connected when future projects arise.

Turn interest into non-substitute specification

Product information and substitution support

Through trust that is already built through relationships and partnership, I help your team have an efficient process to support easy specification with the architects and designers. That includes organizing product information, CAD drawings, and creating a clear process for three-part specification requests.

Connect with Michael

From Designer Relationships to Specification Opportunities.

  • Build relationships with relevant architecture firms

    Connect with Relevant Design Firms

    I identify architects, landscape architects, and interior designers whose projects are a strong fit for your products, then help your team start useful conversations.

    Organize Lunch-and-Learns

    I coordinate presentations with design firms so your sales team can share its expertise, answer questions, and begin building relationships.

    Stay Connected with Specifiers

    I help establish a follow-up process that keeps your products and your team in mind as new projects take shape.

  • Make products easier to specify

    Have CAD Documents Easily Available

    I help your team organize CAD drawings, three-part specifications, product data, and technical details easy for designers to find and use.

    Respond Quickly to Project Requests

    When a designer needs a drawing, specification, or other document for a project, I help establish a clear request process so your team can provide it promptly.

    Give Designers What They Need to Decide

    I help organize the performance, installation, and application information designers need to evaluate your product and include it in their project documents.

  • Substitution opportunities

    Support Proposed Substitutions

    I help your team organize product information and comparisons for substitution requests on active projects, subject to the project team’s review and approval.

    Engage Owners and Developers

    Where it fits your strategy, I help connect your product’s benefits to the priorities of owners and developers influencing project decisions.

    Build Complementary Partnerships

    I identify opportunities to collaborate with related suppliers and project partners who can help bring your products into relevant conversations.

My Process to Build Specifier Relationships and Get Specified

  • 1. Build Relationships/ Partnerships

    I identify design firms whose projects fit your products and help your team start relevant conversations. Consistent follow-up builds familiarity, so specifiers remember your company when a suitable project arises.

    The goal: Become a trusted resource before the next specification decision.

  • 2. Provide Value through Education and CEUs

    I coordinate lunch-and-learns that help your sales team share useful knowledge with designers. Where you have an eligible course, I help organize the applicable continuing education materials and presentation process.

    The goal: Give designers a useful reason to meet and stay connected.

  • 3. Make it easy for designers to specify

    I help your team provide easy access to CAD drawings, three-part specifications, product data, and technical documentation. A clear request process helps designers get timely answers when a project is moving.

    The goal: Remove friction when a designer is ready to consider your product.

  • 4. Post Bid Substitution Requests

    On active projects, I help your team identify relevant substitution opportunities and assemble the product information needed for a proposed alternative. The project team reviews and decides whether the product is acceptable.

    The goal: Give your product a well-documented opportunity to be considered.

Who I Partner With

Product Suppliers

Architects / Designers

Property Owners

Developers

Michael McCullough

I Help You Build Relationships with Specifiers

I know how hard it can be to get a product specified—or even remembered when the next project comes along. Designers have many products to consider, and specification is often built on trust, familiarity, and relationships developed over time.

For more than 18 years, I have selected and specified products for residential and commercial projects. I have also worked with vendors to help get millions of dollars’ worth of products included in project drawings and specifications. I understand what it takes to earn a designer’s attention and become someone they feel comfortable calling when a project need arises.

I work directly with your team to identify relevant firms, make introductions, organize useful lunch-and-learns, and maintain contact after the first meeting. I also help make sure designers can quickly get the product information they need when an opportunity emerges.

My focus is to help you build lasting relationships with specifiers so your products are considered for more of the right projects.