General Strategic or Technical Consulting

Does your sales approach make architects feel comfortable that they are choosing the right partner?

True Story: 

A CEO of a major building products company was discussing the progress of their new façade product with the directors of that program. Every strategy includes a focus on securing the first major project in a strategic metropolitan area and this company was no different. So when the first project opportunity arose in the Seattle area, the statements from the CEO revolved around doing “whatever it takes” to land that project.

Rather than letting the directors lead this conversation, the CEO started by declaring what he thought was the ultimate final offer; “We will give it to them for free.”  He was sending a clear message to the directors and he would ensure that this job proudly displayed his company’s façade system… or so he thought.

Anyone who has tried to launch a new façade product can probably finish this story. 

Façade products are some of the riskiest decisions that lie squarely at the foot of the architect. This is because façade products have become have evolved from single component offerings to highly technical performance systems. Starting with overt water management and touching on many aspects of the building’s overall health and performance. Exterior insulation, air and water barrier, and the ventilation of the exterior cladding all contribute to the performance of the HVAC systems and energy use. Poorly designed exterior walls sometimes even affect the performance of interior finishes.

Combine those considerations with the fact that the facade is one of the most significant parts of the communicating the architect’s vision for that building and ultimately their brand as a designer.  It’s not hard to understand why a “free façade system” might actually be a disincentive your sales effort. (That feeling when you see an ad for “DISCOUNT Laser Eye Surgery!”)

So what can you offer to communicate that you are the right partner for one of the Architect’s riskiest decisions?

Contact a Pivoth consultant today, and let’s talk about where you can use a little Pivot toward Growth.