|
We're in the news again!
(Click Here)
 
| |
 |
|
In addition to helping our
clients design and select the appropriate equipment and technologies
for their project, we are there for them to help evaluate the vendor's that
respond to their bids. The choice of the correct vendor for a project is
critical. The articles located in this section will give you guidelines and
some things to look for when selecting your vendor.
Click Here to return
to the main Library
Please note that this is copyrighted material
and is presented here for your personal use. Reprint information is
available from the respective publications. |
|
|
|
|
|
|
|
|
|
| |
To read these documents in PDF
format, you will need a copy of Adobe® Reader® 6.0 or
greater.
Download a free copy by clicking on the
Get Adobe Reader icon to the right. |
 |
|
|
|
|
|
| |
 |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
| |
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
 |
 |
When Not Just any Integrator Will Do by Robert Grossman,
Campus Safety Magazine,
July/August 2007 --
As a CCTV and other security consulting
company that often works with hospitals, schools and universities, our goal
is to get as many qualified integrators so the process of bidding on a
safety and security project is competitive and the quality level will be
roughly comparable, regardless of the vendor selected. |
 |
|
Matchmaker, Matchmaker...by Robert Grossman, Security Sales & Integration,
May
2007 --
In operating a consulting company,
one of my challenges is to find suitable partners for our clients. It’s not
about arranging marriages (or other encounters); the aim is to identify the
right integrators to bid on a project.
The goal is to get as many qualified
bidders as possible to ensure the process is competitive and the quality
level will be roughly comparable regardless of the vendor selected. |
|
|
|
Picking a Partner...Harmoniously by Robert Grossman, Security Sales & Integration,
June
2007 --
Last month’s column (“Matchmaker,
Matchmaker …”) focused on the first steps involved in choosing the right
integrator for your project. I reviewed the process of selecting prospective
bidders for your bid list and outlined how to ensure participation. As
promised, this month I’ll take the discussion to its logical conclusion:
supporting the bid process, evaluating the bids and selecting a partner. |
|
|
|
Kick Off the Road to Success With a Meeting of the Minds by Robert Grossman, Security Sales & Integration,
April
2007 --
Most people agree that communication
is a major element behind the success of any team effort. The importance of
everyone understanding their participation in the CCTV project — functioning
as a team — and focusing on moving the project to a successful completion is
as universally praised as motherhood and apple pie.
However, the mechanics of ensuring
this happens is often left to chance or ignored until there’s a problem. A
key element for ensuring success on a given project is the project kickoff
meeting. |
|
|
|
Writing and Responding to RFQs
by Robert Grossman, Security Sales & Integration,
June
2006
--
More and more CCTV projects are issuing “Requests for
Qualifications” (RFQs) to whittle down the number of consultants,
integrators and even manufacturers they’re willing to consider on their
project. Let's take a look at how to evaluate what data is meaningful as an
end-user and how much information a respondent may want to provide. |
|
|
|
Interview is Critical to Vendor Selection
by Robert Grossman, Security Sales & Integration,
July
2006 --
Last month, we discussed the increasing use of the RFQ,
or “Request for Qualifications,” process by end users in the CCTV business to whittle down the
number of consultants, integrators and even manufacturers they’re willing to
consider on their project. Often, the RFQ leads to a request that a proposal
for services is submitted, but there’s often one more step: the interview.
In fact, the interview is a critical part of almost every vendor selection
process. Sometimes it takes the form of a sales call, a meeting at a trade
show, or a telephone conversation, but there’s no escaping the need for a
personal exchange. |
|
|
|
Narrowing the Field by Robert Grossman, Security Sales & Integration,
March 2006 --
Narrowing the field of prospective vendors and integrators
for the Mystic Lake Casino Digital CCTV System installation. |
|
|
|
Trust Me
- A Guide to Honest Salespeople
by Robert Grossman,
Security Sales & Integration,
November 2005 --
A CCTV salesperson is at odds with the end user. As the
salesperson's job is not necessarily to help solve problems as it is to sell
a video surveillance system product. This column will help guide you to spot
the right salesperson to fit your needs. |
|
|
|
Subcontracting - Friend or Foe
by Robert Grossman,
Security Sales & Integration,
October 2005 --
When hiring an integrator to install your video surveillance system, they
may not be doing the installation alone - they may hire subcontractors. Find
out how this can be positive and negative. |
|
|
|
Checking References Takes A Personal Touch by Robert Grossman,
Security Sales & Integration,
December 2004
-- Surprisingly, few end users know what to check for when asking for
references — if they bother checking them at all. This is perhaps the
greatest opportunity to separate the winners from the losers, and easily the
one used least frequently. |
|
|
|
Consultants: Time to End the
Confusion
by Robert Grossman, Security Sales & Integration,
March 2004 -- Webster’s Dictionary defines a “consultant” as “a
person who gives professional or expert advice.” But, with that definition,
isn’t just about everyone a consultant? |
|
