Target group: Inspection engineers. Neutral and independent – and yet influential in the construction industry
- Jörg Appl
- Dec 31, 2024
- 7 min read
Inspection engineers, commissioned by building owners or public authorities, check many things – from fire protection and structural safety to the compliance of standards of the offers used. What is often overlooked is that:
Inspection engineers act neutrally and independently, but through their inspection tasks, they have a decisive influence on which products, software and services are used in the project.
This makes them an important target group in the marketing of the construction industry. For engineering firms and suppliers, this means that a convincing offer must not only be standard-compliant, but also meet the technical requirements of the test engineers.
❌ Beware of bullshit marketing: Inspection engineers demand precise facts. Sensational promises or insufficient evidence? Not at all!
Why this is important: Our article highlights the needs of inspection engineers, as we have already discussed the building owners, financiers, architects and structural engineers in detail in other blog posts. With practical case studies, we show how to design an offer that meets the neutral inspection requirements – and still convinces. 🚀
A inspection engineer or inspection expert is commissioned in a construction project either by the client (principal) or by a responsible building authority. The commissioning is based on the specifications of the respective state building code (LBO). The main task of the inspection engineer is to ensure structural safety, security and compliance with legal requirements. In addition, he plays an important role in quality assurance and the testing of new construction methods.
Commissioned by the client or the authorities
The client commissions inspection engineers for construction projects with increased safety requirements, such as high-rise buildings, bridges or industrial buildings. The client is responsible for selecting an independent and recognised inspection engineer who is not affiliated with the executing companies.
The building control authority consults inspection engineers if there are doubts about the structural safety, the static calculations or the construction work, especially in the case of public projects, subsequent changes or complex construction projects.
Options for inspection engineers to exert influence
Despite their independence, inspection engineers have a considerable indirect influence on the selection of products, software and services used in a construction project. They not only check for compliance with standards and safety, but can also make recommendations or reject products that do not meet requirements. This applies, among other things, to:
Building materials: Products such as fire-resistant materials or steel beams must have tested properties and up-to-date certificates.
Software solutions: Inspection engineers prefer BIM-compatible software that enables efficient collaboration and data verification.
Services: Providers of planning or inspection services must impress with precise documentation and technical advice.
Although the final decision often lies with the client or planner, they usually follow the inspection engineers' specifications in order to meet approval and safety requirements.
Tasks and areas of activity of inspection engineers in the construction industry
In addition to the classic inspection of structural safety and safety in general, the inspection engineer works in the following areas
Fire protection: Inspection of concepts and materials.
Technical building equipment: Inspection of ventilation, heating and air conditioning systems.
Geotechnics and civil engineering: Inspection of soil conditions, bridges and major projects.
Earthquake safety and wind loads: Analysis of dynamic loads, especially in high-risk regions.
Sustainability: Assessment of environmental compatibility and compliance with sustainability standards.
Figure 19: Overview of the needs and requirements of the inspection engineer with regard to offers in the construction industry - be it a product, software or service
The needs and requirements of inspection engineers in the construction industry
Standard-compliant products: Inspection engineers need materials with complete certificates and test certificates, e.g. for fire protection or building physics.
Reliable documentation: Precise data sheets, test reports and plans are essential for their independent evaluation.
Flexibility: Materials and products should be adaptable and versatile.
Technical support: Practical training and technical advice help with correct application.
Digital integration: inspection engineers need BIM-compatible platforms for efficient collaboration.
Sustainability: environmentally friendly materials with clear sustainability credentials are becoming increasingly important.
Marketing strategies for addressing inspection engineers in the construction industry
Marketing managers can use the indirect influence of inspection engineers by specifically addressing their needs and presenting products or services in such a way that they are perceived as trustworthy and efficient. This includes:
Providing comprehensive certificates and verifications:
Products should have all the necessary standard certificates and test reports. Suppliers can build inspection engineers' trust through transparent communication.
Practical training and support
Technical training aimed at the correct application and compliance with standards enables inspection engineers to make a well-founded assessment. These training courses should be objective and purely technical so as not to jeopardise the independence of the inspection engineers.
Digital solutions
Products and software should be compatible with planning platforms such as BIM and allow for easy integration. Digital planning and inspection systems that facilitate collaboration between inspection engineers and project participants are a decisive advantage.
Highlighting sustainability:
Environmental certificates and transparent environmental information strengthen trust in the products and provide a basis for environmentally friendly construction projects.
Technical flexibility and adaptability
Products that can be used flexibly in different construction contexts increase acceptance. Suppliers can score points with variability in design and application.
Efficient communication and collaboration:
Suppliers should provide platforms and tools that enable easy coordination between inspection engineers, architects and site managers.
Summary
Inspection engineers have a significant influence on the selection and use of products, software and services in the construction industry, despite their neutral and independent role. Suppliers of technical solutions can leverage this influence by providing inspection engineers with reliable information, certified products and technical support.
Targeted engagement of these experts through practice-oriented training, digital solutions and transparent communication makes it possible to win inspection engineers as trusted partners. By designing their products to meet the specific needs of inspection engineers, companies not only build trust, but also actively contribute to the quality and safety of construction projects.
Questions that will take your marketing expertise in the construction industry to the next level!
Case study 1: Certificates and standards (difficulty level: medium)
Your company produces fire-resistant building materials for high-rise construction projects. An inspection engineer has expressed doubts about the certification of one of your products, which is to be used in a shopping centre.
You receive the following response: ‘The documentation is insufficient to prove compliance with the EN 13501-1 standard.’ How should you, as the marketing manager, react?
A) Ignore the inspection engineer's response, since the responsibility for the use of the material lies with the architects.
B) Send the current product certificates and emphasise that the product has been used successfully in similar projects.
C) Commission additional tests from an independent testing institute and provide the full reports to the inspection engineer.
D) Explain to the inspection engineer that the product has already been used in several other EU countries and that no further evidence is therefore required.
Solution: C
Explanation: An inspection engineer needs complete and comprehensive evidence to assess a product's compliance with standards. Additional testing by an independent institute strengthens confidence in your product and helps to secure approval for the project. Reference to previous projects or other countries is usually not sufficient, as inspection engineers have strict requirements for certificates.
Case Study 2: Digital Solutions (Difficulty Level: Difficult)
An inspection engineer on a large BIM-based project is having trouble accessing model-based product data that contains all the relevant technical data. He requests that the technical data be compatible with the BIM software being used.
As the marketing manager, what action would be most effective?
A) Offer the inspection engineer training on how to manually integrate the data into the system.
B) Work with your development department to make the product data compatible and provide a BIM object for your products.
C) Point out that your product is of high quality and that digital integration is not important for safety.
D) Inform the inspection engineer that you cannot make any changes to the data and ask him to use alternative methods of integration.
Solution: B
Explanation: Inspection engineers in digital construction projects are increasingly working with BIM systems. If your product data is not compatible, delays and uncertainties will arise. By providing BIM objects and compatible data, you strengthen your position and promote smooth collaboration.
Case study 3: Sustainability and environmental standards (difficulty level: medium)
Your company produces insulation materials that meet high sustainability standards. However, an inspection engineer requests additional proof of your products' carbon footprint and recyclability. What would be the most sensible strategy?
A) Point out that your product already has a general sustainability certificate and refuse to provide further proof.
B) Provide environmental product declarations (EPDs) and CO₂ footprints that present the required information in detail.
C) Refer to your company's market leadership and argue that your products are industry-recognised.
D) Ask the inspection engineer to persuade the building owners to relax the sustainability requirements.
Solution: B
Explanation: Inspection engineers value transparent and detailed sustainability certificates. With environmental product declarations (EPDs) and specific CO₂ footprints, you can help the inspection engineer to evaluate and recommend your product as a sustainable solution.
Case study 4: Technical support (difficulty level: very difficult
Your company offers an innovative material that is to be used in a construction project for the first time. The inspection engineer expresses concerns because the technical specifications are unclear to him. How should you react?
A) Provide comprehensive technical documentation and training on the technical properties of the material
B) Ask the construction manager to take responsibility for processing and point out that your material has already been tested.
C) Emphasise the innovative properties of the material and ask the inspection engineer to test it in a pilot project.
D) Reduce the complexity of the material and provide a simpler reference product for the inspection engineer.
Solution: A
Explanation: Inspection engineers need precise technical information to assess the safety and compliance of a material. Training and documentation build confidence and ensure that the material is processed correctly without compromising the independence of the inspection engineer.
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