Product
A superintendent says, "My biggest problem is making sure everyone is looking at the latest plans." What Fieldwire capability would you lead with?
Plan management/version control with automatic sheet updates.
What's the first business problem you should understand before giving a demo?
Their current workflow and biggest operational challenges.
What's the difference between an RFI and a change order?
An RFI requests clarification; a change order modifies the scope, cost, or schedule.
"We've always done it this way."
Explore why they haven't changed and uncover the cost of their current process.
What's one differentiator you can discuss without criticizing a competitor?
Ease of use - field/mobile first platform
A PM asks, "Why shouldn't I just text my foremen when something needs fixing?" How would you position Tasks?
Tasks provide accountability, ownership, due dates, photos, comments, status tracking, and a permanent record.
Name three discovery questions you'd ask before opening your demo.
Eg:
What is a punch list?
A list of incomplete or deficient work that must be completed before project closeout.
"We already use Procore."
Don't compete immediately. First understand which workflows they use and where challenges remain.
“Autodesk is included with our other tools.” How do you approach this?
Understand their use of ACC
If there is a need - focus on the need we solve for and the business impact of a transition
Which three Fieldwire features would you highlight for a customer trying to reduce rework?
Any three of:
Who usually feels the pain of outdated drawings the most?
Superintendents and field crews.
Why does rework hurt contractors beyond material costs?
Labor, schedule delays, lost productivity, reduced profit, and customer satisfaction.
"My supers won't adopt another app."
Ask about previous adoption experiences, then emphasize ease of use and field-first design.
Customer using Procore is considering leaving them for Fieldwire, but is instructed by their Procore rep to wait until 1 month before their renewal in case they are able to make a more aggressive offer. How do you approach this?
100 users, 3 yr agreement
Inform the client that 1 month before the renewal is not enough time to truly test the platform and make an informed decision.
2-3 months at minimum for a smooth transition
A customer has poor cell service on many jobsites. Why is this important during your demo?
Highlight offline capability and automatic syncing when connectivity returns.
A prospect says, "Everything works fine today." What's your best follow-up question?
"When was the last time a communication breakdown caused rework or delays?"
"What we hear across the industry is that X,Y,Z seems to be a challenge, would you happen to face anything similar? If not, is there areas you are looking into optimizing?"
Why is version control such a major issue on construction projects?
Working from outdated plans leads to mistakes, rework, delays, and disputes.
"We'll look at this next year."
Explore what's driving the timing and whether current challenges are creating measurable costs today.
Explore cost of inaction
When does ACC win over Procore?
Native connection with tools like Revit, Civil 3D, and AutoCAD.
Stronger BIM workflows, model coordination, and Autodesk ecosystem integration.
A GC says, "We don't need another place to store documents." How would you reposition the conversation?
Fieldwire isn't just document storage - it's a field execution platform that connects plans, tasks, communication, photos, inspections, and accountability.
You're meeting a PM, Superintendent, and Operations Director. Who would you direct most discovery questions to, and why?
All three, but tailor them:
A subcontractor says, "I never know which drawing is current." What business impact does that create?
Rework, delays, safety risks, wasted labor, confusion, and reduced profitability.
The customer asks for pricing five minutes into the call. What's the best response?
Acknowledge the request, then explain you'd like to understand their needs first so you can recommend the right solution and pricing.
When does Procore win over ACC?
Budgets, commitments, costs, and financial controls.
Deep workflows for RFIs, submittals, observations, and owner reporting.