I’m a big fan of the ISC West trade show, which is held in Las Vegas each year at the beginning of April. As a consultant who must bill hours to make a living, my time is valuable and I try to choose one major trade show a year to attend. The two biggest shows [...]
Category Archives: Vendor Assessment
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Integrators and IT: Keep Up or Get Kicked Out – Security Sales & Integration
As many of us have seen for some time, many types of electronic security systems are morphing into computer systems. Sure, it takes experience to know how and where to place cameras, monitor systems effectively, ensure smooth traffic flow for access control systems, and myriad other skills we’ve had to learn through the years. But [...]
Also posted in Project Management, Published Articles, System Design Leave a comment
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 vendor selected.
Also posted in Bid Support, Published Articles Leave a comment
‘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.
Also posted in Bid Support, Needs Assesment, Published Articles 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?
