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Since the Great Recession, and alongside the dramatic shift in technology tools, buying habits in the architecture and design (A&D) market have markedly changed. Prospects now exhibit “stealth” buying behaviors by going online, and the individuals charged with this work bring different perspectives than their predecessors.

This means building and design brands must take a fresh look at the key groups of professionals now involved in specifying products. They must also understand the types of specification used today and how these will open new doors.



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