Prioritize EPDs with competitor specs and project data

Start with a commercial map, not a wish list

Before debating SKUs, map revenue, margin, and pipeline by product family. Then overlay where each family shows up in active specifications and recent project wins. Think of it like a heat map for specification gravity. If a line already closes business and appears often in Division sections, it is a prime EPD candidate.

Mine the outside signals that matter

Specifications are free market research if you read them at scale. Pull language from recent RFQs and spec books to see which attributes gate entry, such as potable water approvals, VOC thresholds, or region‑specific labeling. Cross check competitor EPD coverage in public program operator registries and note publication dates and scopes. Submittal logs and closeout packages confirm what actually got installed.

Turn signals into a simple score

Create a scoring model that blends four inputs. Revenue momentum, spec frequency, competitor EPD presence, and gating attributes. Weighting can be rough at first. The goal is to rank where an EPD changes the sales probability, not to make the model perfect. We prefer a quick loop that gets refreshed quarterly.

Read the pattern, not the noise

High scores usually cluster in two places. One cluster where competitors already publish EPDs and you risk being screened out. The other where you have strong sales but thin documentation, which means submittals take longer and invite substitutions. Both deserve early attention for different reasons.

Watch PCR fit and renewal windows

Confirm the prevailing PCR used by competing products so comparability holds. Then check publication dates. EPDs are typically valid for 5 years, which creates predictable windows where a competitor must update or risk going stale (IBU, 2024). Timing your launch near those windows can shift the conversation in your favor.

Build an executable EPD roadmap

Translate the ranking into a four quarter plan. Name the product owner, data owner, and program operator target for each line. Define the reference year for data, the plant scope, and any supplier information needed. Put tentative publish months on the calendar so commercial teams know when to re‑approach stalled specs.

Hunt the non‑obvious blockers

The scoring step will surface repeated spec phrases that quietly keep products out. Common culprits include potable water approvals for MEP items, low emitting certifications for interior goods, or recycled content documentation for metals. When patterns repeat across specs, treat them like product requirements, not marketing claims.

Keep the data work humane

Data collection makes or breaks timelines. Split the lift between what lives in ERP and what sits with plant leads. Use intake templates that mirror how teams already track utilities, production volumes, scrap, and packaging. Data get moved around and dont always match plant reality, so plan one clean reconciliation pass before LCA modeling begins.

What good looks like in quarter one

One to three product families scoped tightly. A short list of attributes confirmed against real specs. A scoring sheet everyone can read in five minutes. Draft submittal language ready for reps. And an internal update that shows leadership how the first EPDs tie directly to near‑term bids, not just a sustainability headline.