Architect Q+A #1: How You Can Reach Them
We asked a group of leading architects how YOU can reach THEM.
We’ve found that many manufacturers are challenged with how to reach architects. You told us you can’t seem to figure out how to get information to architects, what information they even care about and even when the point of specification is. We’ve asked our Architectural Board all of these questions and more, so we can continue to help you get your products specified.
This Q+A series will feature information from several board members, beginning with Marshall Wilson (link to advisory page on function site), LEED, Assistant Director of Campus Projects for Project Management at University of Maryland.
Q. When a project lands on your desk, what is the first thing you do in planning for the products you will specify?
A. Evaluate the budget, function, project type/image issues, and functions to establish an appropriate design strategy (i.e. is the challenge to design the best new Scion or the best new Maserati?)
Q. Do you use a preferred vendor list for products?
A. No, but familiar proven products are often reused from project to project.
Q. What resources do you use to find new products?
A. Sales Reps and internet searches mostly. Also magazines still play a part. I don’t always read them on-line. Sometimes it is just fun to look and imagine.
Q. Do reps that call on you actually influence your selection decision?
A. Sometimes, but I am usually very busy and do not take such calls unless I have a specific need.
Q. Do green product certifications really matter when it comes to product specification?
A. Yes, especially if we are doing a “green building”. However, most product are now boasting of some green relevance so it is not as effective in creating an advantage as it once was.
Q. What really engages you with a product brand and keeps you specifying that product?
A. Product quality, customer acceptance and approval, quality service
Q. What turns you off of a product or brand?
A. Overselling attributes, unfulfilled promises, poor service to architects and poor delivery/support for contractors during construction. Also, hidden costs usually associated with “accessories” or installation procedures that are required, but not included in the product presentation.
Q. What is the number one thing a manufacturer can do to really get your attention and make you think about them / stay on your mind?
A. That is tough. We have so many people coming at us to sell things……all promising to be the best value. It also depends on the product type. Some are image/décor elements and some are functional. So, it depends on how the product needs to be positioned. I suggest that we are always looking for a competitive advantage. Offering a simple BIM interface helps, offering a performance advantage to benefit our customers helps, and getting to the point quickly helps. I don’t have much time for chit chat and fluff.
Marshall Wilson
LEED, Assistant Director of Campus Projects for Project Management at University of Maryland
Marshall Wilson is a registered architect and LEED accredited professional with five LEED certified projects. He has served on the board of directors and as Vice President of BRPH Companies, and as owner and president of Wilson and Associates Architects. In addition, Mr. Wilson has worked with the University of Maryland as the Assistant Director of Campus Projects for Project Management leading a team that manages architects, engineers, contractors and internal campus construction support teams.
Mr. Wilson has designed buildings in all 50 US states and five foreign countries, and has also completed over nine million square feet of interior design and space planning projects. His design experiences include buildings for education, hospitality, research laboratories, institutional, industrial, commercial, office and multi-family. His work has won awards for lighting, urban design, planning and architectural design. Mr. Wilson maintains active memberships in the National Council of Architectural Registration Boards, Project Management Institute and the Society for College and University Planning.
