SPECIFIER PARTNERSHIPS
Build Relationships That Lead to More Specification Opportunities
Getting in front of a designer once is only the beginning. I help product suppliers identify the right firms, start useful conversations, and build relationships that keep their products in mind as new projects take shape.
Having spent more than 18 years selecting and specifying products for residential and commercial projects, I understand what earns a specifier’s trust—and why a product can be forgotten even after a good first meeting.
Specification is a relationship-based business. I work with your team to find the right designers, give them a useful reason to connect, and maintain the relationship beyond the first introduction.
My Process
1. Identify the right specifiers
Who designs projects where your product belongs?
We define your target project types and identify relevant architects, landscape architects, interior designers, and design firms. The focus is on people whose work offers a credible fit for your product.
2. Start useful conversations
Why would a designer want to meet with your team?
I help develop outreach around the designer’s work and coordinate introductions, meetings, or lunch-and-learns. Your sales team brings the product expertise; I help create the opportunity for a worthwhile conversation.
3. Build on-going relationships
How will your company stay relevant after the meeting?
I help your team organize follow-up, respond to questions, and stay connected as projects emerge. The goal is to become a resource designers remember and feel comfortable contacting again.
What the Partnership Work Includes
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Relevant Design Firm Outreach
A focused list of architecture and design firms whose projects fit your products, followed by personalized outreach to introduce your team and identify opportunities to connect.
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Lunch & Learn Coordination
I organize presentations with interested firms and coordinate scheduling with your sales staff. These sessions give designers useful product knowledge and give your team a starting point for a longer relationship.
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Continuing Education Coordination
Find eligible courses and coordinate the applicable presentation and attendance process. Developing a new course is also an option.
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Introductions and Follow-up
After each presentation, I help your team respond to questions, share requested information, and continue the conversation with interested designers.
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Ongoing Specifier Relationships
A simple system for tracking who your team has met, what they care about, and when to reconnect—so each lunch-and-learn becomes part of a sustained relationship rather than a one-time event.
The Relationship Should Continue After the Presentation.
A successful lunch-and-learn gives designers a reason to remember your team—and an easy way to reach you when a project need arises.
The goal is for specifiers to:
• Understand where your products fit and when to consider them.
• Know who to contact with design or technical questions.
• Feel comfortable asking for CAD drawings, product data, and three-part specifications.
• Reach out for clarification when they are evaluating products for a project.
• Think of your company as a helpful resource they can return to as new opportunities arise.
Those ongoing conversations create more chances for your products to be considered and specified.
Are the Right Specifiers Thinking of Your Products?
Your products may be a strong fit for projects your team never hears about. Building the right relationships gives designers a chance to learn what you offer before they make product decisions.
I can help you identify firms worth pursuing, create reasons to meet, and establish a consistent way to stay connected. We can start by discussing your products, target markets, and how designers currently find and specify them.