How Infinity Sound Generated More Sales through Existing Channels

Posted on June 4, 2018 in Around the Web ,Customer Success Stories ,Industry Discussion by

Over the next few months, we’ll take an inside look at how the NSCA 2018 Excellence in Business award winners have adapted to our constantly changing industry. The story of Infinity Sound is first on the list. For its innovative ways of repositioning the company, Infinity Sound was named an NSCA 2018 Excellence in Business award winner in the Business Performance category. Knowing that its capture rate had remained the same over the last few years – even though the company was gaining more clients and leads – Infinity […]

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Better Decision Making – Part 2

Posted on May 28, 2018 in Blog ,Business Process Improvement ,Industry Discussion by

Part One of our discussion about decisions addressed how managers should approach them. Part Two raises some ideas and questions for further consideration about who should make them: you or someone else. What is a decision? It’s “the course of action you intend to take when it isn’t obvious what to do.” This means decisions are only needed when you don’t have information that would make the intended action obvious—because if all the desired information is available, the decision would “make itself”. So when you hear […]

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The 5 Most Common Business Process Management Hurdles

Posted on May 22, 2018 in Around the Web ,Business Process Improvement by

By Sarah Berkowski Organizational change management requires dedication, clarity of vision and patience to be effective. While every organization will face a different set of challenges when undertaking a business process management (BPM) initiative, the challenges often fall into one of the five categories below. 1. Lack of Leadership Commitment When the management team is truly committed to meeting an objective, leaders pull out all the stops. Money, people and other resources flow freely. When management is not fully committed, leaders leave their people adrift. Priorities […]

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The Value of an Organization’s Vision

Posted on May 14, 2018 in Blog ,Industry Discussion by

How important to a company is a shared vision — one that resonates with every person in the organization and is felt by every client? Let’s find out by looking at the typical progression and growth of an audiovisual integration company. Many AV integration companies (and many companies in other industries, too) start small, with three to five people filling a multitude of roles and performing many tasks. These roles and responsibilities often overlap, so the founding members understand one another’s jobs and probably share […]

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M&A Fundamentals For VARs

Posted on May 7, 2018 in Around the Web ,Change Management ,Improve Profitability by

By Abby Sorensen Advice on selling your business can improve your company now. Every VAR should want to increase recurring revenue, form stickier relationships with customers, maintain organized financial records, and accelerate growth. If you listened to sound bites of Brooke Ybarra’s (pronounced ee-bar-a) keynote presentation at Channel Executive’s Retail IT VAR Of The Future conference in April, you might have thought she was giving advice on how to run a successful IT channel company. Instead, the senior manager at First Annapolis Consulting (recently acquired by Accenture) was […]

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Spinitar Embraces RMR for Predictable Revenue

Posted on April 30, 2018 in Blog ,Customer Success Stories by

  Adding recurring streams of revenue to your technology integration business will help to develop predictable revenue that can make your company more sustainable in the long run. We often hear from integrators that they are too busy working in their business to work on their business. There is a tendency to just keep executing and move onto the next project, which is how the AV industry has traditionally operated.  This project-based mentality remains pervasive, and it has taken a long time for AV to […]

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The Profit Killer – Unnecessary Process Variation

Posted on April 26, 2018 in Business Process Improvement ,Industry Discussion by

By Brad Malone I’ve had the privilege of being an intern under Dr. W. Edwards Deming (I wonder how many readers know the significance of that name without “Googling” it), a Malcolm Baldrige National Quality Award Regional Auditor (same interest as above), and a Certified Quality Auditor via the American Society for Quality. How have these experiences and certifications contributed to my understanding of the AV integration, Live Event and other Systems Contractors business models?   They prove that any human or mechanical action (or process) […]

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