Best Practices for AV Sales People
I’d like to describe some of the best AV sales people I’ve seen, from some of the best companies I’ve worked with. By Brad Malone, Navigate Management Consulting Most the integration companies I’ve worked with
A Focus on Quality Will Impact Success in Your Integration Business
There are four ways to measure work in your integration business Quantity First are measures of output, starting with Quantity: how much work was produced. You can usually identify and report the number of units,
Who Owns the Estimating Process – Sales or Operations?
Who should be responsible for the estimating process? One of the issues that Solutions360 often addresses with customers is the estimating process. Today, our own Tofiq Indawala, is joined by Steve Riley, of Navigate Management
Forecasting for Successful Project Management
How do you manage and forecast resources in you integration business? “One of the biggest problems we see is that integrators aren’t laying out their projects profitably right from the beginning,” says Brad Dempsey, CEO
Video Demo 4 – Q360 Simplifies Project Change Orders
There’s no such thing as an AV project with a change order, right? In this edition of Clear Talk, we continue with the topic of project management. A big part of project management is focusing
Video Demo 3 – How to Monitor Project Profitability with Q360
In this edition of Clear Talk, Tofiq Indawala shows us how to monitor project profitability in Q360. First of all, who needs to look at project profitability data? Typically, the accounting team, executives, as well
8 Surprising New Profit Killers for Integrators to Watch For
As we speak to members and answer their questions, we tend to notice patterns. Recently, NSCA has been talking to integrators about “profit killers” – things that help us lose money. Do you fall
Case Study: How Solutions360 helps SVT make better business decisions
Roman Burchart remembers the days when project costing at SVT was time-consuming and rife with tedium and murkiness. “We had very limited visibility into our actual project costing,” says Burchart, the Chief Operating
How Integrators Provide Service With More Than a Smile
By Carolyn Heinze On May 22, 2014 An excerpt from the full article The customer may not always be right, but that doesn’t mean that they don’t deserve stellar service. In fact,
When you can’t trust the numbers, what do you do?
“Our business is in growth mode” Says Kelly McCarthy, CEO of Genesis Integration, “and when we tried to get data from the CRM program, the project management system and accounting system to get a clear view of the
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