What is it about?
In the Project Sales Masterclass, you learn how project sales work and how to approach the key target groups in the specification-led project business. The two days help you position your company, your product solutions and yourselves with architects and property developers.
The masterclass suits sales and marketing alike. Exchange between participants is a firm part of the approach, so we deliberately put together a mixed group from different segments. The group was limited to 12 people.
How does it work?
A common thread runs through the content, which builds step by step. In a remote kick-off a few weeks beforehand, we adapt the programme to your questions and your level of knowledge. At the venue, participants got the basics of architecture and design, reports from practice and concrete recommendations for approaching the target groups in marketing and sales. We look at how the two departments work together and at the milestones and deal-breakers on the way to getting specified in projects. In a Q&A session, you talk directly with the target group, in this case with our host, the architect Sven Lechner of nyx Architekten.
The experts
Michael Rahmfeld
Studied architecture and architecture media management and worked in architecture practices and communication agencies before founding hej.build. In 2017, he helped build a Germany-wide team of architect consultants independent of any manufacturer.
Michael Schuster
Long-standing specification consultant, including at TECE Deutschland, JUNG, HEWI and Dornbracht, and active in BDA, BDIA, VfA and DGNB. Editor-in-chief of the architecture magazine DBZ since July 2022 and member of the senior management team at the publisher Bauverlag.
Sven Lechner
Architect, practice owner, property developer and leadership coach. As host, he shared his team’s experience of working with dozens of building product manufacturers, including the most important dos and don’ts for specification consultancy.