Maybe it’s because I still look at the money my clients spend as if it were my own. Or maybe I’m just cheap. Regardless, I have trouble getting past the bang-for-the-buck analysis when looking at the requirements of a particular project, and I’m not sure that’s such a bad thing. Modern electronic security systems come […]
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Consultant to End Users: Beware the Low Bidder
Some time ago, a client decided to bid out a system upgrade on his own. He took a system evaluation report that we had done for him, copied the “recommendations” section and did what was a really nice little request for proposal (RFP). He was not inexperienced in such things and felt the dollar amount […]
Shooting a Fly With a Shotgun
My previous blog entry, “To Bid or Not to Bid: That Is the Question,” received a number of comments, and I would like to take this opportunity to respond to another one of them here. I neglected to mention the last time around how much I (and other authors) appreciate your feedback. Writing, whether in […]
How to Get Consultants to Provide Feedback on Lost Bids
My previous blog entry, “To Bid or Not to Bid: That Is the Question” received a number of comments, and I would like to take this opportunity to respond to one of them here. Please note that this comment is edited for brevity. You can read it by clicking on the hyperlinks. Loren Dupree wrote: “…I […]
To Bid or Not To Bid: That Is the Question – Security Sales & Integration
Part of the value we bring to the table as a consulting firm is the ability to secure our clients competitive bids on their project(s). Our goal is somewhat different than that of an integrator. We want an embarrassment of riches — so many qualified bidders and competitive bids that the owner has to scratch […]
Casino System Leaves Nothing to Chance – Security Sales & Integration
September 2007, By Robert Grossman – The video surveillance installation at Odawa Casino, located near the waters of Lake Michigan in Petoskey, Mich., was such a project. The design included two control rooms and auxiliary monitoring locations, encompassing a new casino, parking structure, special events area and a remote waste water treatment plant. All of […]
When Not Just Any Integrator Will Do – Campus Safety Magazine
July/August 2007, By Robert Grossman – 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 […]
‘Trust Me’ – A Guide to Honest Salespeople – Security Sales & Integration
November 2005 By Robert Grossman – 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.
What the Sales Pitch Won’t Tell You About Digital Needs – Security Sales & Integration
July 2004 by Robert Grossman, Forget about pixels, file sizes and bandwidth for a moment, and concentrate on the things that will matter when you justify your investment. Your application will determine what is important to you and what compromises you’ll make.
Consultants – Time to End the Confusion, Security Sales & Integration
March 2004 by Robert Grossman, 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?
