Where your products stand in the specs, and what changes it.
We analyze the project specifications engineers publish and show electrical equipment manufacturers where they are named, where they are shut out, which sentence does the shutting, and who wrote it.
The list is written before anyone talks price.
In a specification-driven market, the acceptable-manufacturers list decides who may quote. It is written before price, lead time or capability enter the conversation. A listed manufacturer gets the call. An unlisted one has to fight a substitution process the contractor rarely wants.
Most manufacturers know specification position drives their share, but they measure it through anecdote from the field. We measure it from the documents themselves.
Why a manufacturer is left off a list
Every exclusion falls into one of three causes. Sorting them is the core of our work, because each calls for a different response.
A technical requirement
A rating, listing or construction detail the product does not meet. These are genuine and are not changed by a sales call.
A non-technical clause
One manufacturer for all distribution equipment, years in business, prior installations, competitor part numbers written into the section.
No clause at all
The engineer carried a list forward from an older master and never considered the manufacturer. This is the most common cause.
How the analysis works
The method is the same for any product category and any territory. Only the scope changes.
Collect
Division 26 sections from project manuals and bid sets, across the owners and project types you sell into.
Extract, verbatim
The manufacturer article, the equal and substitution language, and every clause that could exclude you. Nothing paraphrased.
Classify
Basis of design, listed as acceptable, open through an equal, or excluded, and if excluded, by which clause.
Test against your line
Each restrictive clause checked against your published ratings, listings and product range.
Attribute and rank
Each exclusion traced to the firm whose master produced it, and firms ranked by volume and by how changeable their master is.
What you receive
Where your line stands
- Competitive specification share
- How often each manufacturer is named as basis of design or as an acceptable alternate, by segment, engineering firm and territory.
Why your line is left off
- Technical capability gap
- Each technical requirement found in the specifications, checked against your line’s published ratings, listings and certifications.
- Non-technical clause analysis
- Clauses that exclude a line without testing the product, such as years in business, prior installations or a single-manufacturer requirement, checked against your company.
- Exclusion cause breakdown
- Each exclusion sorted by cause: a technical clause, a non-technical clause, or a closed list carried forward from an earlier project.
Who to see
- Specifier profiles
- Each engineering firm’s specifying record: how much it writes, which manufacturers it names, whether it permits an equal, and whether it reuses one master specification.
- Track-record alignment
- Your installed jobs matched against the firms, contractors and sectors in the specifications.
Lost projects
- Lost-project analysis
- Projects you quoted and lost, matched to their specifications and sorted by the same three causes.
See where you stand.
A short call to hear how you see the problem today, and to show what an analysis of your territory and product line would cover.
Book a 30-minute call