A great way to create a continuous referral stream of new projects is to create mutually beneficial relationships with architects. Use these seven tips to meet architects and engage with them in a way that brings you to their projects early.
1 - Opt-In to become a 'HTA Design Partner'
Why?: Leveraging your HTA Certification status early is a great differentiator and first step, though take your professionalism to the next level by showing them you abide by the HTA Design Partner code of conduct. Doing so builds trust and will lead to you being brought to projects earlier. The guidelines address the friction points of architect – integrator relationships and shows how valuable you are to their projects. The public-facing definition of an HTA Design Partner is at this link. It is an opt in designation only available to HTA Certified integrators.
Opt-In to Become an HTA Design Partner Here
2 - Meet and Connect with Architects
a - Reconnect with architects that you met on past projects.
b - Find local architects on social media and online search.
c - Join local chapters of AIA (American Institue of Architects), AIBD (American Institute of Building Designers), and the ICAA (Institute of Classical Architecture and Art). This is a great way to meet architects and residential building designers. Residential building designers create home designs like architects though are not licensed architects (you can read more about the distinction here). Chapter finder at this link.
Invite architects to your showroom or local vendor showrooms. Show them technology in context.
3 - Give them your personalized Project Technology Assessment form
Why?: The form reminds them of what you do and to bring you to their projects early! All HTA Certified integrators receive a personalized version of this form with your logo and your unique tracking URL in every link. These links put you at the top of the dealer finder when someone visits the HTA site from the form, and includes the "send this budget to (name of your company)" when using the budget calculator. If you need the form resent, please contact us here.
4 - Lead with Lighting, Shading & Wellness
Why?: They are interested in these topics, though they typically are not very interested in AV and controls. Every home has lighting. Motorized shades are popular. Wellness is a topic architects and interior designers are interested in. AV and controls can be brought up later, when you are firmly on the project.
5 - Emphasize Your Role as a Technology Consultant & Designer
Why?: Fact: Architects view integrators as contractors, not designers. As such, they consider the home's technology something the builder deals with and not something that directly affects space planning and aesthetics. Show them your design drawings, such as device placement drawings as referenced at 1a on the HTA Design Partner page here. When they recognize you as a design professional that can collaborate and coordinate through drawings, they will see you as a valuable design pro, one of the trusted consultants that they will bring to their projects early. Note the HTA Design Partner logo shown above; this optional logo was specifically created to emphasize the DESIGN role integrators have.
6 - Engage with Architects Regularly
How?: Phone calls, emails, newsletters, attend architect and building designer association chapter meetings (networking).
What?: Regularly update them with design solutions for technology such as invisible speakers, architectural keypad options, ways to hide TVs, small aperture speakers, digital art, wellness solutions, new relevant technologies, etc.
Why?: Show by example that you are a valuable design resource.
7 - Give Lunch and Learns
What?: Credentialed architects and building designers need ongoing CEUs (Continuing Education Units) to maintain their designation. A great CEDIA benefit is their COI program (CEDIA Outreach Instructor, sign up here). Once you become a COI, you will be provided some courses approved for CEU credits that you can give as a lunch and learn or get creative and create an education event where architects and interior designers can attend multiple CEUs in one day. Many of your manufacturer partners have approved CEU courses, too (we list their classes on our HTA Resource Guide pages)
Why?: The fact that some architects need ongoing CEUs may open doors for you, literally, to educate them on home technology. This is great way to build and maintain relationships and establishes you as a subject matter expert on home tech.
Pro Tip: If you ask your vendor partners to present their CEU courses on your behalf, discuss ahead of time with the presenter that you want to be included in the discussion. This way the audience will still see you as a subject matter expert and not only the vendor rep.
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