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A Focus on Quality Will Impact Success in Your Integration Business

Posted on December 2, 2019 in Blog ,Improve Profitability ,Increase Project Profitability by
A Focus on Quality  Will Impact Success in Your Integration Business

There are four ways to measure work in your integration business Quantity First are measures of output, starting with Quantity: how much work was produced.  You can usually identify and report the number of units, pounds, or other output measures, no matter what kind of work it is:  So many bricks laid, so many bags of pretzels shipped, so many ounces of gold mined.  Managers generally seek to increase Quantity. Quality The second output measure is Quality:  how good is the work produced? Were all the […]

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Who Owns the Estimating Process – Sales or Operations?

Posted on November 25, 2019 in Blog ,Business Process Improvement ,Q360 by
Who Owns the Estimating Process – Sales or Operations?

Who should be responsible for the estimating process? One of the issues that Solutions360 often addresses with customers is the estimating process. Today, our own Tofiq Indawala, is joined by Steve Riley, of Navigate Management Consulting, to discuss who should be responsible for the estimate. “This is a conversation I always have with customers during implementation,” Indawala reports. In terms of process management, who should be creating the estimate, and who should be creating the engineered solution? “We often see sales reps that have experience […]

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Creating Culture for an Increasingly Remote Workforce

Posted on November 18, 2019 in Blog ,Change Management ,Industry Discussion by
Creating Culture for an Increasingly Remote Workforce

Many organizations, Solutions360 included, are moving to more of a remote workforce. Today, our CEO, Brad Dempsey, speaks with Brad Malone, Partner with Navigate Management Consulting, about some of the challenges that Solutions360 has faced while embracing remote working, and how the company has addressed those challenges. “The first thing, that’s most important, is you need a culture that supports the communication necessary for remote workers,” says Dempsey. “Communication comes in many forms. A lot of us instantly think of email and possibly some video […]

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Yes, Your Customers Want AV-as-a-Service!

Posted on November 11, 2019 in Achieve Business Growth ,Blog ,Solutions360 by
Yes, Your Customers Want AV-as-a-Service!

We have been talking a lot lately about the benefits of embracing the AV-as-a-Service business model. But, this is not a new concept, it is just fairly new to the AV space. “Customers are already consuming other technology that way, because it’s being sold like that by vendors in other technology verticals,” says Chad Sowers, Director of Business Development for GreatAmerica Financial Services. “Now, customers are starting to expect the same from AV, and that’s where GreatAmerica comes in. We can essentially be your bank […]

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Keeping Score in Your Integration Business

Posted on November 4, 2019 in Around the Web ,Blog by
Keeping Score in Your Integration Business

Where in your organization are you keeping score, and who is responsible for it? Toward the end of the fiscal year, most organizations will set out strategic goals for the following year. Whether that’s sales, performance, customer satisfaction or profitability. But, how do you know if you are reaching those goals? Today, Brad Malone talks about this, on The AV Profession podcast, with Tim Albright. A lot of organizations have soft goals like, “We’re going to increase sales.” That’s good, but based on what? Is […]

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Why Integrators Should Pivot to a Managed Services Provider Business Model

Posted on October 28, 2019 in Blog by
Why Integrators Should Pivot to a Managed Services Provider Business Model

Why does NSCA put such a focus on what IT VARs are doing, and the managed services provider business model that prevails in the IT space? One question that NSCA often gets from integrators is, “It seems you are steering us towards becoming an IT VAR rather than an AV integration firm. Why is that?” This issue actually came up a lot at the recent Pivot to Profit Conference, and is the topic of our video Question of the Week, with Chuck Wilson. “Really the […]

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Revenue Recognition Basics with Brad Dempsey

Posted on October 21, 2019 in Blog ,Improve Financial Management ,Solutions360 by
Revenue Recognition Basics with Brad Dempsey

Revenue recognition standards determine both how much and when revenue is recognized on the income statement…so that’s a big deal. The new revenue recognition rules came into effect for non-public companies for fiscal years beginning after December 15, 2018. So this is still a fairly new topic for integrators, and we receive lots of questions about best practices for implementing the new standards. The standard eliminates the transaction, and industry-specific revenue recognition guidance, and replaces it with a principle based approach for determining revenue recognition. […]

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