A fast, repeatable five-step process for HTA Certified integrators to earn trust with architects, interior designers, and builders, so you get invited to projects early.
If you want to build a steady stream of referrals and be invited to higher-end projects, follow this plan.
Step 1:
Lead with Credibility
Assume every trade partner has been burned by an “AV Guy.” Open with your HTA Certified status and a short HTA Elevator Pitch that positions you as vetted, professional, and low-risk. It quickly differentiates and elevates you.
Step 2:
Reposition Yourself as a Consultant, Not a Contractor
Contractors get pulled in late. Consultants get pulled in early. Reality check: architects, designers, and builders see you as a contractor. To change perception, clearly explain that your process begins with technology consulting and design, similar to MEP, lighting, and structural consultants. Your goal: sell design services first.
Step 3:
Charge for Design Like a Professional
An equipment list is not a design. Your design phase delivers clarity, coordination, and fewer surprises. This article will help you sell your consultation and design service. Share it. A practical design fee guideline: 3 to 5% of the low number from the HTA Budget Calculator.
Step 4:
Make it About Them
Trade partners need to clearly see how they benefit from your services. Explain how early involvement with you:
- Protects the aesthetic (hide tech, reduce wall clutter, preserve ceiling sightlines)
- Improves space planning
- Coordinates technology-related tasks across trades
- Reduces change orders and delays
Strengthen this message by opting into the HTA Design Partner program and linking the special logo to the designation's overview.
Step 5:
Give Them Your Custom 'Project Technology Assessment' form
It prompts early tech conversations, validates your role as the technology lead, and, when shared as a PDF, drives clients to your custom-coded HTA Budget Calculator. Bring it to every first meeting and email it as your follow-up leave-behind.
Pro Tips:
For nuanced approaches to each design and build trade, read the strategy tips here for: architects, interior designers, builders.
