YOUR BUSINESS
By Ray Bernard, PSP, CHS-III and Jerry Bidmead, CSPM
Proft-Boosting
Project Strategies
Five ways to limit customer dissatisfaction
and impact on the bottom line
A
ccording to many security systems integrators large and small, the business
of systems integration has become increasingly challenging every year for
more than a decade. The pace of technology change is faster,
product life cycles are shorter, and both systems and devices
are growing more complex. This means that it is harder
to keep sales, design and installation personnel up to
speed on product capabilities, value and cost.
Economic challenges for integrators are
greater, with
fuel costs, lower
product margins, and
stricter financing being
several factors. Economic
factors also affect customers,
impacting customer security budgets and increasing the pressure for
cost-cutting measures, including competitive bidding. Competition for security integration projects remains keen.
This makes it more important than ever to protect
and maximize the profit from each individual project.
The following are five strategies for boosting project
profits — while none of them are new ideas — they are often
neglected and their importance is much greater today due to
their impact on project bottom lines. Applying these strategies
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www.SecurityInfoWatch.com | SD&I; | January 2014