What’s Holding You Back?

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Whether you’re working on improving yourself personally or professionally, it’s essential to have the ability to be introspective and analytical, in order to identify what you need to work on. That’s also true when you’re coaching others. In that, self-improvement has a lot in common with troubleshooting systems and equipment at work: diagnose, analyze, repair, […]

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The Joys of Cable

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Some topics, when you review them every couple of years, you come to realize that the more things change, the more they stay the same. I remember all the prognostication ten years ago about cable cutters and the death of TV. Being me, I always took a more pragmatic, some might even say cynical, view. […]

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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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Go Big Or Go Home

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One of the most crucial pieces of advice I’ve ever received was, “Don’t decide for the client how much is too much. It’s not your job to say ‘no’ on their behalf.” Put another way, don’t be afraid of overselling the job; be afraid of underselling the job. This is a separate issue entirely from […]

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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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Filtering Out Bad Clients

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Previously, I’d gone into depth about the basics of managing your relationships with your clients which, when you drill down, is about how you manage your communication with them. Early on, while talking about initial interviews and needs assessment, I’d alluded to the using the initial needs assessment as a filter, not just to identify […]

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Going to Get Myself Connected

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It doesn’t feel like that long ago that network connectivity in AV hardware was an idea more noted in the breach than in the observance. But times have changed. What started with lighting control and other automation hardware eventually migrated into mainstream AV products. Honestly, once you’ve got those features, there’s no going back. Luxuries […]

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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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Should You Service What You Didn’t Sell?

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There’s an advertising catchphrase that’s probably dates back to the dawn of advertising: “We service what we sell!” You’ll see it appended as a tagline everywhere from car dealerships to general merchandise retailers. Last week my kitchen fridge died. It was only seven years old. I say “kitchen fridge” to differentiate it from the downstairs […]

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The Joys Of Troubleshooting

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Everyone who knows me knows that I have an aphorism for every occasion. (I have sports metaphors too, but that’s not the topic at hand today.) One of my favorite aphorisms (although really, I have so many, it’s hard to choose a favorite) is that “Professionalism isn’t about not having problems: Everyone has problems. Professionalism […]

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