Business Chops Tip #138: Entering the Commercial Market? Know Your Specifiers and Influencers
Who¹s specifying the systems in your target commercial market? In the residential sector there are fewer categories of stakeholders influencing decisions about systems purchases. The commercial market procurement process is more complex.
On many large projects, independent technical consultants design and specify the systems. Other influencers in the venues include owners, building managers, and technology managers. In houses of worship, it's commonplace for committees to make AV decisions. Becoming familiar with influencers in the commercial market gives your firm a competitive advantage. And getting to know the independent technical consultants through networking helps your firm become part of the commercial ecosystem.
Creative and technical professionals (from musicians and actors to designers and engineers) rely on their "chops," those skills and techniques that they use to be successful on the job. Stiernberg Consulting coined the term Business Chops to encompass those skills, experience, and tactics that you rely on to be more successful. Whether you are a dealer, manufacturer, distributor, rep, or design firm, this series includes tips and techniques for optimizing sales, profits, and growth of your Custom Retail business.