There’s no queue when Sam ducks out of the early morning sun and into his favourite café. He orders quickly and sits down near the front window, feeling content. It’s Friday, after all, and there’s not a great deal on today’s agenda. He might even have time to get through those stubborn remaining emails before the end of the year.

Out of habit, he opens his bag and takes out a sheaf of papers, mostly material for the day’s meetings, as well as his laptop. He shuffles the pages around, logs into his laptop and is already busy when the waiter brings his coffee over. He thanks the waiter and gets back to one particular email that has too many PDF attachments. No, he thinks, that can wait for the office. He slaps the lid of his laptop closed and flicks through the closest of his stacks of paper.

His eye catches the cover of a magazine – it’s the new NATSPEC Product Partners Case Studies magazine. Yesterday a stack of them arrived at the office around lunchtime. Sam hasn’t had a chance to look at it yet, so he sits back in his chair, sips his coffee and opens the magazine.

He spots his own company’s case study – it looks brilliant. He’d asked his colleague Oliver to write up the case study and Sam reads it again now, nodding contentedly. He remembers the clients they worked with for this particular project. It was someone who had initially needed a little bit of convincing, and the Branded Worksection had been the deciding factor. Branded Worksections are almost entirely pre-filled with product information and they minimise the risk of substitution – that’s what really made those specifiers pay attention.

Sam has been using the Branded Worksection for new and old clients alike this year. It’s become one of his favourite sales strategies, helping him work more closely with clients and in many ways making his job easier as much as it makes specifying easier for them.

When he starts telling them about how the Branded Worksection shows that the product complies with relevant standards and regulations, or how the inclusion of its unique performance characteristics reduces the risk of substitution by showing what distinguishes it from other product options, clients are always wanting to hear more. That’s the best thing about the Branded Worksection – it works.

Sam finishes off his coffee and reorganises the papers on the table again, slipping them back into his bag. It’s almost the end of the year, but that doesn’t matter. He knows exactly what he’ll be talking about in his client meetings today.

Read four ways of how to use your Branded Worksection for marketing and promotion, click here.