March 2018 – Developing Relationships with A&E Firms and Consultants


Specifiers – Architect and Engineering Firms, and Security Consultants – can be a tremendous source of business for manufacturers and system integrators. However, this segment of our selling eco-system is addressed poorly, for the most part.

In this session, I’ll run through a list of best practices that can be easily implemented and will fall along the path we’ve been building of becoming the perceived expert in your market place.

Learning Objectives:

  • Implement eight best practices in building relationships with the specifier community.
  • Understand the difference in the way consultants look at integrators and manufacturers.
  • Apply a simple plan that is easy to do, and will make an impact on your sales.