CPD - Can Prise open Doors

"We have an excellent sales team, (but) RIBA approved CPD definitely opens doors," says Peter Harris, National Sales Manager of Knauf AMF Ceilings.

He's one of an increasing number of sales professionals to recognise the 'win, win' relationship that forms the very cornerstone of effective CPD.

RIBA's rigorous assessment standards always ensure of course that CPD presentations don't stray over into 'sales presentations'. But specifiers always want to learn something new. So the CPD provider that is able to provide that 'different angle' has an inherent commercial advantage. Thinking of it as the 'start of a conversation' is an effective way of illustrating the point.

The difficulty of getting access to specifiers – architects, interior designers and engineers – is a recurring theme in our discussions with construction industry suppliers. Effective CPD material, whatever format it's in, helps circumvent the problem. An architect logging-in to a 30-40 minute CPD presentation online clearly values the information it will provide. Face-to-face presentations offer the benefit of both human interaction and the opportunity for tailored discussion and questioning.

Sean Wootten, Area Sales Manager of Cupa Natural Slate, raises a second point in connection with his own, more traditional, offering: "While slate is clearly not a new product, historically it has not been fully appreciated in the UK."

Sean found that renewed interest in natural materials in turn sparked a demand for slate-related CPD.

"The popularity of RIBA CPD, particularly amongst architects, was the main reason we opted to become a member of the RIBA CPD Providers Network," he says, adding that membership has, "significantly aided our overtures to specifiers."

His point is echoed by Robert Stevenson of law firm Berrymans Lace Mawer: "Legal issues are inevitable, either to ensure that all is carried out in accordance with the regulations, or when there is actual dispute. RIBA approved CPD enables us to highlight our relevance to construction industry professionals."

The RIBA CPD Providers Network is made up of around 500 providers, offering a plethora of CPD material in a multitude of formats. There are far too many to list comfortably here (although a quick visit to ribacpd.com will satisfy the curious). A trawl of our membership records meanwhile, reveals that over 90 per cent of the UK's top 100 architects (as judged by The Architect's Journal) have accessed Providers Network material. Between them they represent millions of pounds in specified products.

Many of us will freely admit that we don't like being 'sold to'. The RIBA CPD Providers Network provides its members with a platform from which to meet, inform, impress, surprise and charm the very people who buy its products.

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