“Across our 10 branch offices, last quarter sales are up 7%, on average.” This statement tells you exactly nothing. But it sure sounds like good news in a management meeting. The problem is that seldom does anyone ask the right … Read More
Industry Discussion
Would You Rather…Implement New Software, or Get a Root Canal?
Implementing new software, or a root canal? If you asked a technology integration business owner whether they would rather have a root canal performed or implement new software in their business, theyād likely opt for the root canal. The thought … Read More
The Profit Killer – Unnecessary Process Variation
By Brad Malone Iāve had the privilege of being an intern under Dr. W. Edwards Deming (I wonder how many readers know the significance of that name without āGooglingā it), a Malcolm Baldrige National Quality Award Regional Auditor (same interest … Read More
Lone Star Enhances the Customer Experience with a Focus on Process
Increasing complexity in the AV industry is driving integrators to look at process A focus on process has not always been necessary for success, but it has long been a priority at Lone Star Communications. Ray Bailey, CEO, and Patt … Read More
Common Professional Services Automation Software User Adoption Problemsā¦and How to Fix Them
Too often the PSA software market doesnāt do itself any favours in its dealings with customerās expectations. After 12 years working in the industry, in the sales, delivery and support side of the business, I have seen too many examples … Read More
Achieve ERP ROI by Establishing Clear Metrics Early On
Knowing what to measure and asking the right questions before you begin your ERP deployment will guarantee your organization reaps the tangible and intangible benefits that will improve your bottom line. Many organizations erroneously decide the return on investment for … Read More
Follow These Tips to Select the Best PSA Software for Your Integration Business
Rapidly adopting technology for its own sake without a thorough understanding of your organizationās challenges is a recipe for failure Many organizations rush into company-wide software implementations, mistaking them to be a panacea for whatever ails them, when instead they … Read More
How to Create an Operating Plan
Operational planning is critical for the success of your integration business, so what is the best way to create an operating plan? In Part 1 of this discussion, Operational Planning Turns Strategy into Execution, I made the assertion that the … Read More
“I Can’t Sell Labor for That!”
Like it or not, integrators are in the business of selling labor. There came a point in my 40+ year professional sales career when I stopped whining about how āI canāt sell labor for thatā due to burdened internal costs. … Read More
Operational Planning Turns Strategy into Execution
If strategy is your engine, then think of operational planning as the transmission that transfers the power to the wheels for traction. In several blogs, we have addressed the importance of strategic planning, and why integrators should do it every … Read More
