Yearly Archives: 2021

Presenting the Estimate

Posted on May 31, 2021 in Business Process Improvement ,Increase Project Profitability ,Industry Discussion by

A single precise number does not make a valid estimate   In Part 1 of this blog series, we looked at the myth of the perfect estimate and discussed how assumptions and risks factor into an estimate. In Part 2, we examined the three basic methodologies used in the estimation process. Now let’s talk the about presenting the estimate. A valid estimate should be presented as a range, or as a point with confidence factors.   Looking at our estimating a typical commute to work […]

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How Do You Spell WBS?

Posted on May 26, 2021 in Business Process Improvement ,Increase Project Profitability ,Q360 by

What is a work breakdown structure? In today’s video, Tofiq Indawala, Director of Product Management, is joined by Brad Malone, from Navigate Management Consulting to discuss the whole concept of a work breakdown structure, and how that impacts project management. The work breakdown structure (WBS) is a deliverable-oriented grouping of project components that helps organize and define a project’s total scope of work. As a project-management document, a well composed WBS is essential because it serves as a foundation for initiating and planning the project. […]

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Estimating Methodologies for Integrators

Posted on April 27, 2021 in Improve Profitability ,Increase Project Profitability ,Q360 by

What are the best estimating methodologies? In Part I of this series, we looked at the myth of the perfect project estimate and discussed how assumptions and risks factor into an estimate. Today, we continue this conversation and examine the estimation process. There are three basic methodologies used for estimating, with some variants. 1. Parametric estimate The first is a parametric estimate, where we know two or three parameters of a project and we extrapolate a range from those parameters – which are usually tracked […]

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The Myth of the Perfect Project Estimate

Posted on March 30, 2021 in Business Process Improvement ,Improve Profitability ,Industry Discussion by

Is it better for a project estimate to be precise or accurate? It’s my experience, over hundreds of AV integration projects and hundreds more in numerous industries, that most people believe a precise estimate is more accurate — and that most of the time, “precise” and “accurate” are considered synonymous. So let’s look at the science of estimation and dispel some myths and confusion about what makes a ‘perfect project estimate.’ First, let’s define some terms: Precision typically means a degree of reproducibility or exactness; […]

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What Happens When the Project Estimate Doesn’t Match Reality?

Posted on February 3, 2021 in Blog ,Improve Financial Management ,Increase Project Profitability ,Solutions360 by

There is widespread belief in the integration industry, that the most important measure for a project manager is to be ‘on time and on budget,’ and that a good project manager will make it so. But this assumes that the estimate is accurate. Is this a familiar conversation in your integration business? “Well, our estimates have to be good.” “Why?” “Because we always hit them.” This would be all right in a world with perfect estimates, but what happens when the project estimate doesn’t match […]

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The Time Billing Paradox

Posted on January 4, 2021 in Blog ,Improve Financial Management ,Increase Project Profitability ,Solutions360 by

What is the best way to get your team to buy in to the importance of time tracking? On this episode of the Navigator, Brad Dempsey and Brad Malone talk through the time billing paradox, and the struggle people have when they hear the two scary words – time tracking. This is one of the biggest hornet’s nests Solutions360 deals with during an ERP implementation. One of the main issues is that people feel micromanaged when they must be responsible for tracking their time. It […]

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Best Practices for AV Sales People

Posted on January 20, 2020 in Around the Web ,Industry Discussion by

I’d like to describe some of the best AV sales people I’ve seen, from some of the best companies I’ve worked with. By Brad Malone, Navigate Management Consulting Most the integration companies I’ve worked with employ a range of sales strategies and styles. But in general, AV sales people take two basic approaches: the short-term sale (hunter), versus long-term relationship building (farmer). Both approaches can be effective in generating significant revenue. I’ve noticed, though, that the short-term sales person seems to have to work a […]

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