Navigate finds that people are often rewarded by how busy they are, rather than how productive they are. I was recently working with a company and the president said, “I want people who put in lots of effort.” I asked him to define that. “I want them working from seven
When was the last time you rolled out the red carpet for your internal customers? On this episode of The AV Profession, Tim Albright and Brad Malone take a look at serving internal customers, and ways to do that better. “When I look at serving internal customers, that doesn’t
What is the strategic imperative for your integration business? In the first two parts of this blog series, Joel Harris talked about how strategic planning is essential for your integration business, and it is an activity that integrators should engage in every year. Today, we continue this conversation with
In Part I of this blog series, we talked about how strategic planning is essential for your integration business. Today, we take that discussion a step further to explain why integrators should conduct strategic planning every year. Many times, we don’t start planning for adverse events until they appear,
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Every day, good integration companies suffer because they create value for customers, yet they are unable to fully explain the value customers get from their solutions. Then the decision falls
What is your excuse for not having a living, actionable, updated strategic plan? We accept the wisdom of the ages that planning for the future is important, yet many of us are reluctant to invest the time, energy and resources into planning for our business success. Strategic planning is
Navigate Management Consulting announces that Robert Hammond has joined the firm. Robert brings more than 20 years of executive and leadership experience in the systems integration industry with a strong history of impactful and profitable change in organizations. “I have known Brad for years, both as a client and through
Most integrators are not asking the right questions. Often, when inquiring after the status of a project, people ask one or two questions: “How much is done?” and/or “Are we on schedule and on budget?” To which the replies are invariably: “Almost done, don’t worry” and/or “On time and on
As someone who values business decisions based on hard data, I have long mined my backlog data to determine how I can use it to predict profit in a period. In a project-driven integration business, if you can accurately forecast revenue, you can also accurately predict that period’s net
Working with several companies in last few months, and in many conversations with all levels of the organization, I’ve reminded myself that I’m saying things my Dad used to say – which is fine – I like and respect my Dad. One of those was “praise in public, correct in
