How Selling Architects Has Changed

Like many other professionals, architects did most of their work from office buildings or standalone design firms. And like many other professionals, the pandemic changed the way they did their…

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A New Approach to Gaining More Architectural Specifications

This is a guest post from Susan Milne of Epiphany Studio, an agency that focuses on helping building materials companies grow their sales to architects and designers. Susan and I…

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Are Lunch and Learns a Waste of Time in Architectural Sales?

I’m a contrarian. I’ll take the position that is opposed to the status quo and the generally accepted practice, no matter what it is. I’m not doing it to be…

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Should You Stop Calling on Architects?

If you call on architects and you aren’t satisfied with your sales growth, maybe you need to rethink your approach. You probably take the same approach as your competitors: Invest…

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Architects MIA at the AIA

At the AIA Show, I saw lots of architects sitting in classes and standing in line to get on tour buses. What I didn’t see was a lot of architects…

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Guide to Architectural Office Hierarchies

This is a guest blog post from Neil Sutton who is an architect, a copywriter, and a marketing strategist. The other day, Mark and I were talking about different challenges…

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