CHALLENGER INSIGHTS Vol. 17:
How to Nurture Partnerships with AIA Training—
Law Enforcement Storage Secured
Have you had an opportunity to facilitate the Law Enforcement Storage Secured AIA Training Presentation yet? It’s a great touchpoint for partnering with architects, and we’ve already had over 100 requests for the presentation. I have been encouraged by the positive feedback we’ve gotten from Architect Principals and Interns who have taken notes and asked questions.
We packed a lot of content into that presentation, so I wanted to make sure I was prepared. My first presentation was to my mirror at home, and it took me over an hour. At least I had an attractive audience that first time. (Rimshot and tip your server!) Now that I’ve given this presentation 6 times, I am eager to share some insights from my experience, pass on some tips from others who have presented, and hear about your experiences with AIA presentations.
AIA presentations like our newest one—Law Enforcement Storage Secured—are a great way to engage the architecture community with industry knowledge in addition to our storage expertise. I want you to develop partnerships with architects, for them to see you as an advantage for their customers and their business. AIA presentations are one touchpoint that can help you achieve those partnerships that can develop into valuable future business.
From Touchpoints to Project Partners
Touchpoints are all the methods we use to interact with architects. Do you have a playbook of touchpoints? I enjoy hearing stories of waffle breakfasts, product demonstrations, open houses, and project planning meetings with architects.
One of the most effective touchpoints that I observed during my time as both a rep and a market manager is sharing leads with principal architects. Most architects get into architecture because they watch the Brady Bunch and want to be like Mike Brady. I’m pretty sure I read that online once. Also important, they become architects because they enjoy drawing, creating, and building.
As architects advance in their careers, they often move from design into business development and project coordination roles. Most architects don’t enjoy that part of the business. By sharing knowledge and leads with principals of firms and handling some of the more tactical project details, you can establish valuable, reciprocal partnerships.
AIA Presentation Tips
Making the most of your AIA presentation as a touchpoint means being prepared. The Law Enforcement Storage Secured presentation begins by addressing industry trends and customer behaviors, and then addresses particularly challenging areas. Here are some presentation tips I heard from other presenters:
- Read the notes section of the slideshow ahead of time and know the talking points well.
- Be prepared for common questions by brushing up on topics like fire- and sprinkler-proofing, new technology like RFID and barcoding, locker HVAC integration and air extraction, and the various locking mechanisms.
- Bring appropriate leave-behinds. For justice-focused firms, this might be cut sheets whereas a general firm might prefer the public safety brochure.
- For luncheon presentations like this one, consider boxed lunches rather than buffets to save time.
Looking for a great public safety leave-behind for presentations like this? Check out our brand new guide to 12 Trends in Evidence Storage and Management (currently in draft version), featuring tips and ideas from law enforcement industry leaders.
What touchpoints have been successful for you? How have your presentations with Law Enforcement Storage Secured gone?
Email McKenna Dustman at mdustman@spacesaver.com to share your insights or get help finding resources to help you prepare.