The 4 Key Person That Will Make or Break the Specification of Your Product in a Project

Last Updated: Aug 30, 2022

Now, you know your company have a cutting edge new product ready to be launched in the market. You are looking for key contacts in building construction projects and want to get them specified, for that, you’d need to really know your audience, what is important to them, and what is their role in the building and construction projects.

These are KEY people in a construction building projects who can make, or influence the decision in a projects:

1. Architects

Architects, are typically at the head of the specification team. According to the AIA Survey Report of Firm Characteristics, 75 percent of architects work in firms with two to 49 employees. These architects are multi-disciplined and often serve as the firm’s product specifiers.

Architects are very detailed oriented type of person but their choices are more leaned towards the architectural and aesthetic needs of the project. Make their job easier by giving them a clear features and descriptive of your product and make their evaluation work easier. They need to fully understand all product details before they make any decision about a specification.

2. Specifiers

The bigger architect firm would have appointed a specifier, who is usually a very experienced architect as well. Their role in specification stage of the project is to consult the entire team about the best product suited for the projects, not only for the aesthetic needs but also would consider the practicality and feasiblitiy of the product in fitting into the building construction project.

You would want to build a trusting relationship with specifier. But be ready to face tough question about the product and make sure you have very detailed technical information of the product. Be a resource to the specifier and you’re set.

3. Main Contractors

Even if the architect and specifier has specified your product for a building construction projects, you’re not entirely clear yet for the deal. Main contractor still have a big influencer over the final application of the product, afterall they are the one that will install the product and it directly influence their project timeline, cost, and efficiency. Focus on how to help them do their work better and easier and give them full support over the application phase of the product. He can easily replace your product with another comparable one if it fullfill the specs, so be clear of your values that you can provide over the construction phase of the project.

4. Designers

In Malaysia construction project, only a small percentage of architecture firms have interior designer on their team. Most designer are independent company and do more specialised architecture project and work directly with clients. Their role in the specification process is to plan and specify interior design materials in accordance with the most up-to-date practices, codes and standards. Be mindful that the designer is most concerned with pleasing her client. Be a partner to her and give her the tools and information to make the case for choosing your product for the design.

Intender.my can give you the lead and project information to the key person above, but it is not enough to just approach and convince one person during the specification process in a building construction project. You must engage and connect with each invidual that influence specification. Build your marketing and engagement activity around these people and find the most effective ways to connect and educate them with your product information.