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Reward Value

Is It Better to Reward Effort or Value?

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

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Project Management Metrics KPIs and Dashboards

Project Management Metrics, KPIs, and Dashboards

The integration industry is dominated by ever more complex projects, increasing stakeholder involvement and advancements in technology. As a result, metrics and key performance indicators (KPIs) have become increasingly integral to informed decision-making and effective project management. Dashboard reporting systems provide accessible project performance data, and sharing this vital data

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Build Your Leadership Team

Did You Use the Pandemic to Build Your Leadership Team?

On this episode of the Navigator, Brad Malone is joined by Brad Dempsey and Joel Harris. One of the conversations our panel has been having with integrators is, did they use the pandemic as an opportunity to increase the capabilities of their leadership team, or did they waste it? During

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What is Management Maturity?

What is Management Maturity?

Management maturity is crucial, and it’s not about who’s been there the longest, it’s a skill which can and must be fostered. “I see a lot of companies where the first five guys in the van are now at the executive table, 30 years later,” says Malone. “There’s nothing wrong

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Are Your Project Managers Asking the Right Questions?

Are Your Project Managers Asking the Right Questions?

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

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Forecasting Sales from New Order History

Forecasting Sales from Your New Order History

In Parts 1 and 2 of this series on forecasting, Joel Harris details three critical KPIs to help integrators predict future results, followed by how to forecast revenue from your monthly backlog. In this final installment we unlock the predictive value of your new order history.   Does your project

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Forecast Revenue from Your Monthly Backlog

Forecast Revenue from Your Monthly Backlog

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

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critical key performance indicators

3 Critical Key Performance Indicators for Systems Integrators

While there are many Key Performance Indicators that are useful in managing your systems integration business, Navigate finds three that are critical and not valued highly enough.   These three critical Key Performance Indicators help us predict future results: Monthly P&L, specifically recognized revenue for the period Monthly new orders

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real-time project numbers

Time is Money

  On this episode of The AV Profession, Brad Malone joins Tim Albright to discuss real-time project numbers – financials, hours, payroll – what are some of the key numbers that integrators need to get right?   Financials are always important, but they are also a lag measure.   “In

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Lean Startup

The Lean Startup

For many years, The Lean Startup has been a favorite book of our podcast guest for Navigate Academy Module 11, Brian James, Director of Sales and Engineering at Neurilink. The chapters on testing are particularly relevant for this new time and age we are living through. Are there small, lightweight

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