1. Mark Giuranna Troy Kelley ECORE International

2. Outline  Overview  Developing a good spec  Proprietary vs Generic specs  Resources  Identifying the specifier  The End User  Presentation Methods  Relationships

3. Developing a Good Spec  3 Part Specification  Manufacturer’s spec  Adapt the spec

4. Proprietary vs Generic Specs  Public jobs  Approved equal  Voluntary Alternate  Uniformity in specifications

5. Resources  McGraw Hill Dodge System  REED Data Systems  ARCAT  Blue Book

6. Resources  Take-offs  Automatic Search’s Jobs Architects Products Contractors Competition

7. Continuing Education  Learning Units  State requirement  Health Safety Welfare Credits (8)  Sustainable Design (4) LEED USGBC  Example Organizations AIA Construction Specifications Institute International Interior Design Association American Society of Interior Designers

8. Identify the Specifier  Top firms for your products Are YOU the industry expert?  Individual roles in a firm Resource Manager Specifier Project Architect Interior Designer Receptionist (The Gatekeeper)

9. The End User  Board of Directors  Director of Facilities Maintenance  Athletic Director  Coach Who Signs the Check?

10. Presentation Methods  Box Lunch Presentation – Are they worth the time and expense?  Think “Outside the Box” Lunch Breakfast Reception Sponsor an Industry Expert  One-on-one: project driven  Periodic drop by Sample Maintenance

11. Relationships  Architect  General Contractor  Construction Manager  Manufacturer  End User