Selling AV — Episode 117: The Shotgun Effect

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“Value engineering” are two of the most dreaded words in AV — they typically mean compromising system designs to meet the client’s budget. Most of the time, integrators use a shotgun to evenly distribute the discount across the project. In this episode of Selling AV, I suggest that may be a really bad idea, and I give some thoughts on how to better achieve the client’s goals by being more calculated about where to take aim.