Specification sales is one of the most nuanced parts of the architectural materials business, equal parts relationship-building, timing, and tailored information delivery. But while materials and trends evolve, the pitch process itself hasn’t changed much in over a decade.

To understand why and what could change, Stylib spoke to 50 specification consultants across tiles, wood, LVT, and fabrics. Their stories revealed common inefficiencies, practical tactics, and surprising opportunities to streamline one of the most time-consuming aspects of their role: sharing product information.