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How to Set Up an On-Site Security Command Center – Campus Security Magazine
September/October 2005 By Robert Grossman - When it comes to creating a security systems command center, campus security professionals need to consider not only equipment and functionality, but also design and aesthetics. (Also published in Security Sales & Integration, September 2005)
Also posted in System Design Leave a comment
Birth of a Security Product – Security Sales & Integration
Like many of today’s modern technological conveniences, electronic security products typically require a year or more to get from the drawing board to the stock room.They are the result of countless hours of brainstorming, research, development, testing, production,marketing and support. How do manufacturers do it? Take a journey with a mythical product to find out.
Also posted in Product Evaluation Leave a comment
Look for the Hidden Costs in Contracts
Despite the best of intentions, there is often a “disconnect” between the people who design, manufacture, distribute, sell, and install electronic security products, and those who specify, purchase and use them. As someone who has spent roughly equal amounts of time on both sides of the chasm, I will do my best to help bridge [...]
Also posted in Specifications Leave a comment
Documenting Your System: Is There Such a Thing As Too Much Information? – Security Sales & Integration
November 2004 by Robert Grossman, When documenting a system installation, how much detail is appropriate? The fact is, documenting a system is handled differently by all parties involved and is driven primarily by what the end user requires, demands and is willing to pay for.
Also posted in Needs Assesment, System Documentation Leave a comment
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.
Also posted in Bid Support, Needs Assesment Leave a comment
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?
What End Users Should Reasonably Expect – Security Sales & Integration
January 2004 by Robert Grossman, Despite the best of intentions, there is often a “disconnect” between the people who design, manufacture, distribute, sell, and install electronic security products, and those who specify, purchase and use them.
Also posted in System Auditing Leave a comment
Training Classes for the Faint of Heart – Sound & Video Contractor
February 1996 by Robert D. Grossman -If you wonder why anyone would voluntarily listen to your expert advice, here are some pointers that will give you confidence.
Posted in Published Articles Leave a comment
‘Trust Me’ – A Guide to Honest Salespeople – Security Sales & Integration