Where’s My Money, Lebowski? Lighting Procurement Uncovered

Behind every lighting specification lies a journey through what some call the dark side—the sales and procurement maze where markups multiply, stakeholders scramble for their slice, and budgets bend under pressure. This session pulls back the curtain with insider guidance on how deals really get done, from hidden influencers to value-engineering pitfalls. We’ll explore how conflicts arise, where harmony can be found, and how multiple sales channels shape outcomes—while keeping design intent alive amidst competing interests. Participants will leave with a clear roadmap to navigate procurement across multiple project typologies—without losing their light.

Knowledge of lighting specification and involvement on project procurement OR CA phase.

Learning Objectives

• Map stakeholder roles and markups across architectural lighting procurement channels
• Identify common conflicts of interest and propose strategies to mitigate them
• Evaluate markup structures to anticipate budget risks in commercial and boutique projects C
• Compare procurement dynamics across large- and small-scale projects, and between national rollouts and local one-off projects