Yearly Archives: 2020

Does Everyone Understand the Purpose of Your Processes?

Posted on December 14, 2020 in Business Process Improvement ,Industry Discussion ,Q360 by

What is the purpose of your processes? And does everyone understand the value? If an integrator is engaging in an activity on a daily basis, people need to know why. Everyone should understand why processes are in place. Mature companies document and improve their processes incrementally — in a nonjudgmental fashion — attempting to remove waste, variation, or steps that don’t add value. They don’t throw everything away and start over, blaming everyone who was ever involved in creating the process. That would be a […]

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How Good Are You at Predicting the Past?

Posted on December 7, 2020 in Around the Web ,Blog by

The better you are at predicting the future, the better decisions you will make. One of the things I like about The Economist magazine is that, unlike most publications at this time of year, it doesn’t simply forecast what lies ahead, but evaluates the forecasts made last year. Were their forecasts accurate or not? Were they based on sound reasoning? Were they grounded in valid assumptions? The application to your integration business is that while It’s all well-and-good to look to the future and forecast opportunities and […]

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Distinguish Competence from Behavior to Maximize Performance Improvement

Posted on October 5, 2020 in Blog ,Business Process Improvement by

When managing people, competence and behavior are often indistinguishable — and that’s a problem for integrators that want to maximize performance. Many managers automatically link competence and behavior together. As a result, when an employee is doing something incorrectly, managers fail to ask, “Is it because they’re not trained well, or is it because they’re choosing to behave that way?” The difference is important if a company is to get the most out of its employees. (Important note: When I use the word “incompetent” herein, […]

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All Sales People Should Create This One Thing for Themselves

Posted on July 13, 2020 in Around the Web ,Blog by

This is a guest blog post by Chris Peterson, Principal at Vector Firm Greg Maddux, former Major League Baseball player, four-time Cy Young Award winner, and MLB Hall-of-Famer, was known for his control.  He wasn’t overpowering but was always in control of his pitches and his ego. It was his control that led to his greatness. However, if you watched him closely, there were a few times during every game when Maddux lost control of his temper while he was on the mound, and sometimes […]

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Close the Profitability Loop in Your Job Costing Process

Posted on January 6, 2020 in Blog ,Business Process Improvement ,Increase Project Profitability ,Q360 by

Job costing is one of the most complicated issues that Solutions360 has seen in the integration industry. Solutions360 has worked with more than 200 integrators, and fewer than 10 percent were satisfied with their job costing process, prior to implementing Q360. Often there was no job costing process in place, so estimates were based on gut feel. And many integrators were not fully burdening costs. All of this contributes to a lack of visibility into the accuracy of an estimate. In today’s competitive environment, as […]

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Keeping Score in Your Integration Business

Posted on November 4, 2019 in Around the Web ,Blog by

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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