Yearly Archives: 2020

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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A Focus on Quality Will Impact Success in Your Integration Business

Posted on December 2, 2019 in Blog ,Improve Profitability ,Increase Project Profitability by

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 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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Forecasting for Successful Project Management

Posted on September 9, 2019 in Blog ,Business Process Improvement ,Improve Profitability ,Q360 by

How do you manage and forecast resources in you integration business? “One of the biggest problems we see is that integrators aren’t laying out their projects profitably right from the beginning,” says Brad Dempsey, CEO of Solutions360. “One of the first things you need to do before you’re worried about who’s doing what, is what is the timeline of the project look like? When do I need the different kinds of labor at a much higher level? Not necessarily down to the week, and understanding […]

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Video Demo 4 – Q360 Simplifies Project Change Orders

Posted on December 24, 2018 in Blog ,Improve Financial Management ,Solutions360 by

There’s no such thing as an AV project with a change order, right? In this edition of Clear Talk, we continue with the topic of project management. A big part of project management is focusing on the equipment, material, and all the inevitable change orders for a project. The industry has always struggled with how to best manage change orders. How to keep track of them, what changes are happening, when they are happening, who is making them and the reasons for the changes. Q360 […]

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Video Demo 3 – How to Monitor Project Profitability with Q360

Posted on November 26, 2018 in Blog ,Improve Profitability ,Q360 by

In this edition of Clear Talk, Tofiq Indawala shows us how to monitor project profitability in Q360. First of all, who needs to look at project profitability data? Typically, the accounting team, executives, as well as the sales team and account managers need to tap into projects and check their progress along the way. But, the most frequent users of this data are project managers, who have to control the project from a cost perspective and make sure everything stays on track financially. All access […]

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8 Surprising New Profit Killers for Integrators to Watch For

Posted on June 25, 2018 in Around the Web ,Increase Project Profitability by

  As we speak to members and answer their questions, we tend to notice patterns. Recently, NSCA has been talking to integrators  about “profit killers” – things that help us lose money.   Do you fall prey to any of these?   No. 1: Failure to read the front end of the spec Pay attention to what’s required in Division 0 (instructions to bidders) and Division 1 (general and site conditions). It seems as if more risk is being pushed down to specialty contractors like integrators; […]

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John Graham

As Executive Vice President John has been the driving force for Solutions360’s marketing. During his thirteen-year tenure at 360, the company has achieved significant growth and increased brand awareness. Read more...

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Tofiq Indawala

Tofiq Indawala is the most Senior Business Analyst with Solutions360 and has more than 10 years of experience as a financial and process management consultant.     Read more...

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Brad Dempsey

Brad, CEO of Solutions360 has 33 years of international project and financial management experience in the technology industry. Read more...

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