Every integrator is all too familiar with the dreaded scope creep and thanks to a fantastic article by Mark Coxon, we are now familiar with scope leak. While those are both challenges that require more actionable strategies that we’ve seen tabled up to this point, those are topics for another day. Have you ever head […]

So by now you know that I’m a huge proponent of ensuring that your proposal to the customer is carefully thought out and 110 percent customer-centric. It has to be customer focused, succinct, written in language they understand (no technical terms or jargon), short enough that they will actually read it, and solely focused on […]

As integrators, how many of us know exactly what it costs for each proposal we produce? I don’t have any empirical data, but from having had the privilege of doing this for almost 15 years, my anecdotal answer would be: very few. I know, I know — everyone thinks his own are great and his […]