Conversations from the Field: Manufacturer in the Middle

By Dave Conway
President and CEO, iSqFt

On a recent visit to talk with some of iSqFt’s customers, I stumbled across one of my very favorite opportunities: I got to talk with someone who knew about our company, had thought about subscribing, but wasn’t yet convinced it would be a good move for his manufacturing business.

“What’s the difference between you and [major competitor]?” Andy asked.  “What do you have that no one else does?”

Fair question.

I ended up talking with Andy for over an hour, but I’ll spare you the long-form version and just hit the highlights.

Who has influence over which products are specified on a project? Most people will first say architects do, and then, after a moment, they’ll think of all the times owners, subs, and even GCs have had some say. The reality is that nearly anyone involved in a project can influence or even outright decide which products are used in a project.

The thing that iSqFt does better than anyone is that it gives you 360-degree access to everyone involved in a project, so you can create opportunities and make more sales. In fact, inside the iSqFt for Manufacturers suite we have specialized tools designed for this exact purpose.

Engineers, architects, owners, and consultants: The Design Team Report (and Architect Report) gives you detailed contact information, giving you direct access to the decision-makers. And by the way, this will also show you any consultants working on a project.

Subcontractors: The Sales Opportunity Report (SOR) shows you not only which subcontractors have “interacted” with a project, but also how much interaction they’ve had. Have they just viewed the details, or did they print or download plans, indicating serious interest? As a manufacturer, those may well be the people you want to get in touch with.

General contractors: The GC Bidders Report, found inside our application, shows you which GCs have bid on a project. As I pointed out in my last post, a key value point for iSqFt is that it gives you the tools to reach out to every GC, not just one or two. Remember, bidding is, to a large extent, a numbers game, and you’ve got to increase your odds if you want to win more often.

This post has turned out to be a bit longer than I anticipated (I promise to be more restrained next time), but Andy asked a really important and, I suspect, common question. iSqFt gives its customers the most valuable thing any manufacturer can have: access. And that makes all the difference in the world.

-DC

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