As you begin to think about how to penetrate the market, ask yourself these three questions:
- What is your area of expertise?
- What type of work do you want to pursue?
- What will architects need to know?
Once you’ve considered what role you would like to play in the market, the next step is connecting with architects. Riebe and Ellinger offered this advice:
- Find architects in your area. Visit the American Institute of Architect’s website at aia.org, and click on the “Find an Architect” link.
- Attend industry conferences to become market savvy. In addition to an annual show, individual chapters of AIA hold local shows. Many revolve around architectural disciplines, such as hospitality, retail or medical. You may decide to focus on one of these niches.
- Become a resource for architects. Offer “lunch and learns” to educate architects on your products and services and how they can be used. You may be eligible to offer architects continuing education credits (required in 40 states) for attending your classes. Visit the education page on AIA’s website and click on “Become a Provider” to find out how.
The cover story of the May/June issue of Composites Manufacturing magazine highlighted three innovative architectural applications, including one by Riebe and Ellinger. Read the story “Building with Bravado.”
