Great Leadership

What great architectural rep leaders do

Understand architects
  • Generalists
  • Time Poor
  • Documentation Overload
  • Creatures of habit
  • Need supplier relationships
Articulate vision and purpose
  • Generate excitement for your reps
Create clear outcomes for each rep
  • Architectural responsibility
  • Know the practice
  • Present product and CPD presentations
  • Know key projects and stage
  • Use the phone but don’t hound
  • Rep needs to become a “resource”
  • 80/20 rule
  • It is a “long game
Architectural reps must add value
  • Know code requirements
  • Understand environmental rating systems – eg Greenstar
  • Understand environmental certifications
  • Provide Installation advice
  • Compatibility with other products
  • Collaborate with complementary products
  • Technical Features and limitations
Provide excellent training
  • Products – features and benefits
  • Environmental rating systems and certifications
  • Codes relating to the product
  • Installation methods
  • Specification Process
  • Masterspec
  • How to present more effectively
Provide support
  • Samples
  • Product presentations
  • CPD Presentations
  • BCI/Pacificon
  • Masterspec
  • Eboss
Lead from the front
  • Have your own practices
  • Ask “ How can I best assist you”
  • Present product and CPDs
  • You must “add value”
Social events and industry support
  • NZIA CPD provider and Conference
  • Masterspec
  • Eboss
  • Architect sponsorship – eg Designgroup
  • Movie Nights ( own or Eboss)
  • Golf Days
  • Bespoke social activity – eg beer brewing
  • Practice Xmas Lunches
How to measure success
  • Joint visit
  • Trade customers
  • Tenderlink
  • Masterspec
  • Rep discussions

Key attributes for a great architectural rep

  • Great at building a relationship
  • Team Player
  • Humble and likeable
  • Great listener
  • Service orientated
  • Excellent presenter and communicator
Great leadership of architectural rep
  • Set high standards
  • Know you staff
  • Communicate vision and set clear outcomes
  • Put faith in people – Don’t micro manage
  • Engage regularly and positively
  • Provide training and support
  • Are humble and listen
  • Don’t manage by email
  • Can deliver excellent presentations
  • Deliver what you promise
  • Make tough decisions and front up
  • Have fun!