5 Ways to Maximize Integrator Profits

Author: Carlton Purvis, Published on Sep 30, 2013

Declining margins are one of the biggest problems for integrators. Nadim Sawaya, the creator of the Certified Security Project Manager program, says he has found a formula for integrators that will both maximize profits and increase success rate. We recently talked with him about this formula and other things such as:

Maximizing Profits

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****** **** *** **** *** ** ******** ******* ****** *** is ** ****** *** ***** ***** **. *** ********** ******* a **** *********, ******* ******* ******* *** *** ******* *** key ************ *** ** ** **** ** ** ******* ****** slip ** ********** ******* ** ******* ** ******** ***** ***** (PM, ***, ************) *********.

********** ******* ** ******** **** ***** ********** ********, ****** ****. “Project ******** ******* *****. **** ***’* ****** **** * ****** an ****** ** ***** ******. *** ** ***** **** ** over ******, ** **** **** *** ** *** ****** ****,” he ****. ************ ******** ****** **** * *** ****** ** common, *** *** ** ***** ******** *** **** ** * company’s ****** ****** ** * *******.

*** *******, *** ******* ****, ********* **** ***** ****** ******* engineering ***** **** ** *****, ** ****. “***’** ****** **** one *** ** ***********, *** ***’** ***** **** ** ************ hours ******* ***’** ****** **** ********** ** ****** *** ****** on ****.”

********* ******** ** *** **** **** *****, ** ****. “**** say ‘** * *** *********** ***** ** *** ***, **** I’ll **** *** ****** * ***’* *******’ *** **** ** *** ** ***** biggest **********, *** **** ***’** ******* *** **** ***** *********** and ************** **** ** *************. **** **** *** *** ***** stuff ** ** *** *** ***** *********, *** ** **** **** *****."

**** ************ **** *** ************ ******* *** ******, *** ***** person *** *** ******* ******* *** *** ** *** **** page. *********** ****** ******** *** ***** ** *** ******* **** the ****** *** *** ***** ************ ** *** ******* ****** be ***** **** *** ******. ************ ****** ** *** **** and ***** **. **** **** *** *** ***, ** ***** it **** **** ****** **** *** **** ** ** ****** orders, ***** *** **** **** ** **** **** **** *** not **** **** ******** **, ****** ****. **** **** ** mind, ********* ****** ** ******** *** **** ******* *** **** to ***** **** ***** ********, ** ****. “** ****** ** capturing *** ******* ***** ** ***** ** ** *** ***," he ****.

The ******** ***** **** *********** *** *** **“What I’ve noticed is that the big challenge for system integrators is getting work done and trying to capture all the changes. I would say 90 percent of security integrators aren’t really good at documenting and pursuing change orders. You can see a 10 percent profit spread between what you’ve booked and what you have done at the end.” he said.

"*** ***** ***** ** ** ******* *** ********* ***** ** with *** ********"** ****. **** **** ********* * ******** ** ********* ****** orders (***** ****** ** ********* **********).

Run ******** **** * ***** ********
********* ***'* **** **** ******* ******** ******* **** *** **** much ***** ****** **** ********* ** ******* *** ***'* *** attention ** ***** *** *********. "*** **** ******* ******* ** someone *** **** ** *** ***** *** ********. **'* * balancing ***. ** ******* *** *** ***** *** ********, **** if **'* * ****** ****, **** *** ***** ** ** a ****** ******* *******," ** ****. ********* ****** *** ****** to ******** ***** **** ** ***** ** ******* **********.

Project ******** ****** ** ******** ****** *** ***** *******It is important to involve the project manger early on, and the project manager should see their role as more than just oversight of the execution phase, but contributing as needed during the sales process. Project management starts way before a project is sold, he says. From the first lead, to preparing and estimate and the initial site survey, the project manager should be involved. Project managers should have a role along the way to help provide accurate estimates on installation, engineering and making sure a job is going to be the same on paper as it is on site. After the sale, however, he says complete control should go to the project manager.

“*** **** ********* ***** ****** *** **** ***** ********** ** the ****** *** ****** ** ********** ******* ** ******* **** when *** *** ** ******** ** *** ******* *******. **** you *** * ***** ****** ********** ***** ** *** ****** of *** *** ** **********, **** **** **** **** ** protect ***** ******. **** **** **** **** **** ** **** sure *** ******* ******* ** ***** ***/*** *** ******* **** want ** ******* ***** ******. **** ***** *** ***** ****** a ***** ** *** ******* *** **** *** **** *** ‘project ********’ *** **** *****’* ****. ** ******* ****** ** looking ** *** ************ **** *** *** ***** ****** *** paid,” ** ****.

"**** ***** ** ******* ********* ** **** ********** ********, *** when *** **** ***** ****, *** ****'* ****** **** ** plan **** *** *** ****** ****. ***'* ******* * *** unless *** * ***** *** *** **** ****** **** ** review *** ********, *** **** **** *** ******* *******, ** a ***** ** ********** ********, ** * ***** ******* *** validate *** ***** **** *** ********.

"***** *** ******* ****** ** **** *** ***. *** ***'* try ** ****** ******** ***********. ***** ****** **** *** *** pm ** ****** **. ****** ***** *****, *** **** ***** without ************ **** **** **** ********** **** **** *** *** job. ** *** ** *** ** ****, *** **** **** [at *****] **% ******* *** ****** ****."

Comments (11)

** **********, **** ** ******* *** ********, *** **** **** project ******** **** ****. **** ***** **** **** *********** ** bureaucrats *** ***** ******* ****************** *** **** * **** **** *** ****** ***** **.

*******, * ** *** *** ***** ** ****** ************** **** ***** *** ******* ** ******* ****** ********. *********, either ***** ** *********** *****.

*****/********? ********?

***** ******. ** ******** ********* * ** *** *** ***** time ** *** ************. ***** ***** ** ********** ******* ******* on *** *** **** ******** *** *************. * *** *** the ***** ***** *** ******* *** *********** **** ** ***** documentation ********* ** ****. ** ***** ************, *** ****** ***** like **** *** ******* **** ***** *** * **** **** organised.

****** **** *******. * ***** * *** ** *********** *** struggling **** ****. ** *** *** ** ********* ** *** IT ******** ** ****** *** *** ***** ******** ** ***** like *********** *** ****** ******* ** ******* **** *** ********- the **** ** ****** *** ***. ***** ** * ******** cuts ** *** * *** ** *********** ******** ** **** throughout *** ****** ***. **** ******* ** **** ***** ** an ********** **** *** * *** *** ** ******* *** jobs *** **** *** ****** *** ** ** *** **** the ******* ** *** ***** ** ****** ****** *** *** viscous ***** *********. * **** **** **** * *** ** integrators **** ** ***** * *** *** ******* * ********** documentation ** *** **** **** ******* ****** **** **** *** transitioning ** *** ******* **** *** **** ** ******* ********** rates.

**'* ***** ****** ** *** *** ******* ** ****** **** in *************. *** *** ******* *** **** ** ******** ********* before **********. ****** ********** *** * **** ** *** ** out ** *** ***** *** ***** ** ** **, ***** cost * *** ** ****** ***** ** *** ***** **** the ***** ****** ** ************* **** ** ********** *** *********. It's **** **** ****** ** *** ** *** ****** ** change ****** *** ****'** ******* **** ******.

**** ** *** **** ********** *********** **** * **** ****** with **** *** ***** *** *** **** **** **** **** they *** **** ** *** ***** **** **. **** **** one ** *** ********** ****** ****** *** ****** ******* ** serving ***** *******. **** ***'* *** ** ** ********** ** everybody.

***** *** **** *****, **** *** **** ********* ** ******** which ******** ** ********* *** ***'* **** ** *** ******** just ** **** * **** ** ** ******* *** ***** of * ****** ********. ** * ******, **** *** **** good ** ******* **** *** ******** **** **** ** ****** to *********, *** ******* ** ***** *******, ***** ******* ************ treatment **** ***** *************.

*** *******, * **** **** *** ********** *** **** **** small ** ****** ***** ****** ******* *******. ** **** *** of *** ******-**** (***) ****** ***********,*** **** **** ** **** *** ******** ******** ** *** commercial ****** ******** ***********. ******* ******** **** *** ********* *** me, ** *****'* ** *****, ********, ** ********* *****. *** techs **** ***** *** **** *** **** ** ****** ******* projects, ***** ***** ***** *** **** ***** ****. ** * result, **** *** ****** *********, *** ******* ***************** **** ** * ************* ***** ****** ** ****.

* *****'* **** *** **********, *** ** *** *********** (*** by *** ****** ** *******), **** ********* *** *** ** be ****** **********.

*******, **** *******. *** **** ********* (*******) ****************** ****? * ******* **** * ****** **** *********** ** not ***** ** ****** ** **** **** **** ** *** bigger.

* ***** ***** ***** ** ********* *****.

******? ****'* ****** ***** **** *** ** **********.

*******, ****** ***'* ***** *'* ******** **** **** ******, *'* not, *** ** **** ***** **** ** ******* ** **** we've ***********. ** **** ** **** ******* **** ******, ***** and ***** **** ***** **** ****** ** ** **** *** one ******* **** *** *** **** ** **** **** * bunch ** ********* *********.

** ** *** * ***** **** **** ******* ** ******* badging ** **** *********, ****'* *** *****. *** ** **** do ****** *** ** ****** ********** ** **, ****** *** service * ******** ***** *** *** **** ***** *** **** client, ***** ****** *********.

* **** **** ******** **** **********'* ********** **** * ******** (we **** **** *** *** **** ******** ******** ********** ******* client) ** * ***'* ****-** **** * ** ****** ***%. All * **** **, **** ***** ** ******* * ****** simple ***** ****** ** * ******* ******, **** ******* ******** on *** ***** **** ** *** *** ** ***** **** of *********. * *** **** ********* *** **** *********.

*** ***** * *** ****** ** **** ********* * ********** ****** **** ******* *** ******** ** ******, but ****** ******** ******* ********* **** **** *** **** **** at *** ************ ** **. **** ********** ***** ********** *** with ********** ***** *************.

**** ******** ***'* **** *** ********, ************ *** ***** *** work ** ***** *****. ** ********** * **** *** * project ** ***** ********* **** *** *** ****'* **** ******* repairman *** ******** *** ********* *** *** ******.

*******, **** * ***** ***** ****. ****** *** *** ***********.

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