Well produced and funny video, I watched it a few times.
Btw, here is that agency's blog post related to the video.
The challenge, though, is actually getting vendors to refuse to participate. For example, if ABC integrator refuses to respond, ADT, TIS, JCI, etc. will. So the net/net is ABC loses, right?
IPVMU Certified | 11/09/15 03:49pm
ha ha ha!
In fairness, the risk aversion of the RFP process is best suited to protect projects putting up thousands (or more) of dollars, not $1.75 for coffee or $50 per month gym memberships.
Also, just like the architect in the clip, it is always within potential bidder's rights to just say 'no thanks' to a solicitation.
Btw, best quote to me in that video is:
"No, I am an architect. I am a professional. I get paid for my time."
That's not how some integrators feel. It's more of "hey maybe I can move a bunch of boxes if they pick me."
fwiw, just to note, this video is about "working on spec" in the creative industry, which is a bit more exploitative than in security and often requires finished product to be produced.
Funny but far too simple.
Margins depend on competition. No competition, higher margin,
Less business, higher competition, free study, free test, and sometimes bribes (uh, not only in African countries, yes you pay to sell), thinner margins...
Locally you have few local competitors and can argue on knowhow, people buy your skills, and you will decide the specs for the customer
On national or international tenders, you won't even meet the customer or do a site survey. The Specs are coming from the engineering office.
On my side, I do sometimes - free things (like 3D simulations ) but having in mind this is a way in business to get attention versus competition, and opportunity to get confidence for further creamy business later on. When doing a free training or conference: if I'm not too bad, I know that among the audience I will always get my day and my ROI (guess? it's not a Region of Interest here)
Best line is "...you work for the government."
A great video! Full disclosure, as an independent consultant and designer so I have a vested interest in this issue. And i see owners relying on integrators to do a design all the time. The fact is, Owners often have no idea what they want and most importantly, what they need. Where do i get this stuff? How much does it cost? What is the process to get it done? What is the tolerance my company has for such technology? How much security is enough? An integrator could do a good job on putting in what the Owner wants, but maybe not what the Owner actually needs. There are exceptions, of course, but the end that integrators business model is not about giving advice, its about making things work. And i cannot speak to all consultant's work (there is some really bad work out there). Although my allegiance is to the Client, i want to make sure the integrator who works on my projects makes a reasonable profit. To this end, I make sure bid documents provide clarity about the work needed to be done and the products to be supplied (sometimes to a fault).
Anyway, a couple of thoughts come to mind: 1) if you have a cultivated relationship and you don't have to worry about loosing the bid, then go for it; 2) include your "design fee" in your final proposal as a separate line item (then you may have to worry about pricing yourself out of a job); 3) enter an agreement with the Owner that if you do the design work and you don't get the job, he will pay your design fee directly; 4) include a design fee as an add to all the bid (in essence have the other integrator pay for your services. I know this is weird, but i have seen it work); and 4) (the most self-serving of all), refer the design service to a qualified "independent consultant" who you know can do the job (again, you may risk losing the job to another integrator, but at least you have not put anything into the design effort).
Are the vendors in the video actors or just themselves unrehearsed and unscripted?