The Starting Point
The international sales team expanded its scope to include the strategically significant Soft Contract segment. This shift from traditional trade communication toward a stronger focus on project-based outreach and engaging designers and architects brought together team members with widely different experience levels. The challenge was to build a shared, well-grounded understanding of how architects and interior designers think, decide, and work.
Our Approach
To set the team up for success, hej.build designed an interactive, English-language half-day seminar. The content was grounded in a pre-seminar survey of the hej.build Architecture Advisory Board, bringing real voices from planning practice directly into the room.
Building on those insights, we mapped the target audience's customer journey, identified sales-relevant touchpoints, and collaboratively developed guidelines for a needs-driven approach. Under the framework of a "One Voice Policy," we defined core messages for the Soft Contract segment and translated them into clear, compelling lines of argumentation.
The Outcome
The compact seminar gave the team practical, ready-to-use tools. By combining external market expertise, authentic advisory board feedback, and a collaborative approach to developing strategic guidelines, the team came away with a sharper perspective and a unified foundation for their day-to-day work with architects and planners.
What We Delivered
- Custom Seminar Design: A tailored in-house training program built around the specific challenges of Soft Contract sales.
- Advisory Board Survey & Analysis: Real-world insights from practicing architects, integrated directly into the seminar content.
- Strategy Development: A brand-aligned "One Voice Policy" and a clear set of argumentation frameworks for the team.
