Building Resilience Into Your Schedule

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It’s important to be resilient. In this context, that means being prepared for the worst. Everyone knows Murphy’s Law: “Anything that can go wrong, will go wrong.” And there are others like, “The first casualty of every battle is the plan,” or “Every solution has two problems,” and of course, “You don’t need to go […]

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The Joy of Change Orders

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It’s a truism that the first casualty of every battle is the plan. One of the realities of building things is that sometimes the plan gets changed. While ideally every eventuality gets considered and decided upon during the design and planning stages, we don’t live in an ideal world we live in this one. Consequently, […]

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Holdbacks

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It’s not a particularly glamorous topic to write about, let alone read, but anyone whose work falls within the bounds of the construction industry needs to have a grasp of liens and holdbacks, since they affect all parties, including suppliers, subcontractors, general contractors and owners. The definition of a holdback is related to its context, […]

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You’re Not Good at Everything — Three Keys to Collaborative Success

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Collaboration is so far past being a buzzword that it’s almost become kitschy. Nearly every booth at this past summer’s InfoComm show figured out a way to entwine the word collaboration in their messaging somewhere. But collaboration is truly important. It’s at the core of how the workplace is changing to accommodate modern work styles. […]

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NSCA Reports on Findings in New ‘Financial Analysis of the Industry’

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NSCA has just released an updated Financial Analysis of the Industry report for 2018, providing information that systems integrators can use to benchmark and compare expenses, profits, sales and other data against industry peers of similar size and business focus. The Financial Analysis of the Industry details the industry’s performance based on data collected from […]

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Are You Really Listening to Your Clients?

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DILBERT © Scott Adams. Used By permission of ANDREWS MCMEEL SYNDICATION. All rights reserved. The wild, wonderfully sarcastic and incisive mind of Scott Adams as represented in his legendary Dilbert comic strips perfectly illustrates the core point of this column. It seems, based on the less-than-stellar outcomes of project after project thrashed out on industry […]

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No Freebies

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Unless your media consumption habit is restricted to non-ad supported content, you will probably find the following experiment somewhat intriguing, if not downright disturbing. The next time you want to kill an hour doing non-work (and don’t we all sometimes), turn on any commercial broadcast channel, preferably either in the afternoon or late night and […]

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Partnering With A Buying Group

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Owners, general managers and inventory managers of AV companies routinely need to consider the pros and cons of buying products either from the manufacturer or a distributor. In addition to those options, there are also buying groups: an organizing of dealers who negotiate terms with their suppliers collectively. The primary rationale for buying groups is […]

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Subcontracting, Part 2

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Previously, I began an exploration of the relationship between AV pros and subcontractors, and examined ways in which the relationship can work. Now it’s time to consider the converse: when it doesn’t. We all know that not everything pans out. Silicon Valley old-timer James Altucher famously said, “90 percent of everything doesn’t work out.” One […]

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Subcontracting: Part 1

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It’s not lost on veteran AV pros that even as they need to make the best use of their client’s budget, in order to do that they need to make the best use of their own. That means allocating your firm’s funds, resources and expertise in a way that maximizes everything from effectiveness to profitability. […]

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Sunk Costs: Part 2

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In the first installment, I flew over what sunk costs are and how they differ from the other kinds of costs you face in your business. To recap briefly, economists and business courses make the point that sunk costs should not be taken into account when making decisions about new expenditures. The money is spent, […]

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Are You Building Asgard?

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If you are a fan of comic book movies and you haven’t seen Thor Ragnarok yet… I really don’t know what’s wrong with you. In Norse mythology, Ragnarok, or the Doom of the Gods, represents the end of the mythical cycle and of the world as we know it. It’s an Armageddon of sorts. Funnily […]

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Money for Nothing

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Long before the 1987 movie “Wall Street” and the now-legendary quote from the fictional Gordon Gecko “Greed is good” became part of the American business worlds’ verbal infrastructure, success, wealth and growth in business were built on the startlingly simple notion that to create, run and succeed in a business, you actually had to know […]

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The Next Big Thing 

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There’s that aphorism that if you always do what you always did, you’ll always get what you always got. But that’s not really true in this business. In our business, if you always do what you always did, with each passing year you’ll get less than you did before. Looking at the overall landscape of my dealer […]

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Three Things You Need To Do To Grow Your Sales

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Making generalities are useful when establishing guidelines. In general, if you work with enough business owners and managers, and review the performance of their teams, you’ll see commonalities and trends. And, speaking generally, comparable businesses in the same channel have more in common than they are different. One of the most common of those commonalities is […]

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Overworked Integration Teams

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By Bob Romano CRO, BBH Solutions, Inc. Recently a story in rAVe AV News titled “Corporate Culture and the AVL Industry” by Anthony Coppedge caught my attention. I had a disconnect with his article, which seemed to say overworked integration teams (specifically in the AV ecosystem) was due to “cultural failures” of the organization. My belief is […]

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The Key To This Business

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Like Dickey Fox said in Jerry Maguire, “The key to this business is *claps hands* personal relationships!” Regardless of how fantastic their products are, vendor sales reps need to understand that the personal relationship they build with their dealers can be the make or break factor in how much business they get, or if they […]

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