How building product manufacturers turn specification wins into repeatable product adoption.
Line of sight from spec to reorder, for the building products leader at the crossing.
The spec is not the sale. Between the architect's yes and the reorder there is a relay of handoffs most companies can't see.
I work with building products leaders who just became accountable for a new product line, segment, seat or the whole company, and I help them see all of it before they make the expensive call.
See what experts see.
The System Underneath the Spec
A building product gets sold at least five times before it is installed. The architect specifies it, once the owner or developer approves it. The distributor agrees to stock it. The contractor agrees to buy it. And the installer decides in the field whether it actually goes in the way the manufacturer and design intended.
The specification is the first milestone. It is not the sale.
Most companies plan the spec and lose sight of the product the moment the architect says yes. That is where the spec goes dark, and why the pipeline is unreliable, the line gets value-engineered out, and the launch gets judged before it was given a chance to work.
I have been the engineer on the test report, the technical lead taking the installer's call, the rep on the job site, and the business unit leader defending the number to the board.
So when a company tells me it has a sales problem, I look again. This year, twice, the sales problem was an operations problem.
Three Ways to Get Line of Sight
Fractional VP of Sales
Inside your business. In the room, on the calls, on site, building a commercial system that does not need me.
6-month minimum,
3 seats a year.
Strategy - Profit Arc
For an upcoming launch or a struggling product line.
90 days, fixed scope gives you the channel decision, the spec-to-scale measurement frame, and field plays.
Strategic and tactical speed to cash.
Project Fluent
For your people. This program is the map nobody hands a new rep, taught from the field and aonce a year in a live virtual cohort, or in your corporate event.
Bring Project Fluent to your team.
Start with 30 minutes.
The intro call is a complimentary 30 minutes, without a deck or a pitch. Tell me what you're trying to accomplish, what's getting in the way, and what you've already tried.
I'll tell you what I see. if there’s a problem I’m particularly well suited to help solve, the next step is a two-hour Working Session on your situation with a written reframe within 24 hours. That one is $1500 and credits toward any future engagements.
I will tell you in the first all if it is not a fit.
SPEC TO SCALE
Line of sight from spec to reorder, for leaders of building product companies.
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