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Design-build professionals regularly rely on a vast network of vendors to get the job done—from furniture makers and fabric suppliers to lighting specialists, custom millworkers, and home technology experts. But successful firms aren’t just working with vendors—they’re strategically partnering with them to create seamless experiences for their clients.
Not all vendors, however, are created equal. Can they consistently deliver high-quality products or services? Do they meet deadlines? Are they upfront about lead times? Are their costs fair and scalable for different project sizes? Are they proactive in addressing issues? Do they prioritize eco-friendly materials and responsible sourcing? Naturally, the answers to these questions mean different things to different people, but all are important to consider when choosing a professional partner.
When two companies can align on the above, vendor collaboration is strong, projects move more efficiently, costs remain predictable, and clients receive better results. But when there is misalignment between parties, those relationships are often weak, riddled with delays, miscommunications, and unexpected costs that can derail even the best of designs—and intentions.
Transactional relationships are out; strategic partnerships are in—and here, Keith Stanze, senior advisor at Bravas, a multimarket luxury home technology provider that designs, specifies, and installs premium tech solutions, shares insights on what to know in your search for the perfect vendor partner.
MD: What makes a great vendor-client relationship in the design-build industry?
KS: Two-way collaboration and trust. Both parties must trust they are working toward the same goal, which should always be a positive experience.
What are some common misunderstandings or challenges that arise between vendors and industry players? How can they be avoided?
[It largely centers on] fit and finish of product locations—where does the TV hang on the wall? Speakers in the ceiling? The sooner we are involved, the easier it is to coordinate the design elements of the installation. This plays out especially with items like motorized window coverings, allowing for discreet shade pockets and structural allowances that provide a super clean installation.
What are some ways industry players can make the vendor’s job easier or more efficient?
One of the key attributes in our most successful partnerships with builders and designers is that we all share a desire to learn about what the newest trends are, and [we decide] how we plan to integrate them efficiently and reliably. At one point or another, every innovation in building tech was a new idea—whether that’s something as basic as air conditioning and indoor plumbing or as advanced as lighting control and shades. The key is knowing what the trends are and how to address them reliably.
Can you share an example of a successful collaboration with a designer, builder, or remodeler? What made it work so well?
Yes! Modern homes increasingly embrace “clean architecture,” where elements like windows feature flush trims that align seamlessly with walls and ceilings. To maintain this aesthetic, we install motorized shades in recessed ceiling pockets with discreet openings for smooth deployment. This approach requires careful coordination with electricians, builders, structural engineers, and decorators, but the result is a beautifully integrated solution that delivers the desired technology while enhancing the home’s overall aesthetic.
How far in advance should industry pros reach out to vendors? Are there any lead time considerations they should be aware of?
The sooner the better—a lot of problems stop being problems if you approach them early. If a recessed shade pocket, like the example we gave above, is the correct solution, it’s a lot easier to allow for that at the design stage than after the home is framed.
What’s something you wish more people understood about working with vendors?
Not all vendors are created equal. In fact, I think it’s important to distinguish between a transactional “vendor” relationship and a strategic partnership where both sides are enhancing the other. We believe these projects don’t start and stop when we install technology—they continue for the life of the home. To that end, a robust service and support plan is key to any successful relationship.
What’s the best piece of advice you’d give to a designer, builder, or remodeler looking to establish stronger vendor relationships?
Take the time to learn. If the vendor/partner you are talking to is worth their salt, they will be there to develop a long-term relationship [with you], not just make a quick sale.
