Commercial Integrator January 2023 - 3

EDITOR'S NOTE
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EDITORIAL
CI: Your
Strategic Advisor
I BELIEVE ONE of the reasons that commercial
AV technology journalism is thriving is because
most properties lean into a particular coverage
angle. Here at Commercial Integrator, our niche
is helping integrators run their businesses better
by reinforcing best practices and providing
strategic guidance. I have immense respect
for our audience, and I know that the modern
integrator's technical competence is far beyond
that of the forebears. At the same time, I'm also
cognizant of the fact that many
integrators are so busy working in
their business that they scarcely
have time to work on their business.
If CI can play a salutary role
in keeping integrators' cashfl ow
in line, their workforce populated
and their portfolio diversifi ed, then
we've done something special...
something singular.
Central to CI's capability to be
a strategic advisor is our longtime
partnership with NSCA, an
association that exists to deliver
integrators a constellation of toolkits
and playbooks for success. That was never
clearer than during a joint CI/NSCA webcast,
entitled " Risk-Mitigation Strategies for the
Supply Chain, " presented on November 15. For
an hour, our panel of experts - Mike Abernathy,
director of business resources, NSCA; Tina
Peters, executive vice president at SVT; and Dale
Bottcher, executive vice president, global sales
and marketing, AVI-SPL - discussed ways that
integrators can minimize the risks they face from
the challenges of our time.
With lingering logistical snarls, component
shortages and overheated demand levels,
bloated project backlogs and unabating price
increases, the last few years have been challenging
for integrators. However, Abernathy, Peters
and Bottcher reminded us that, although there's
no quick solution, we needn't feel adriſt , either.
Mitigating risk, they said, starts with setting client
expectations, which entails not only communicating
forthrightly - even " overcommunicating "
- but also ensuring message alignment from
commercialintegrator.com
If CI can play
a salutary role
in keeping
integrators'
cashfl ow in line,
the workforce
populated
and portfolios
diversifi ed,
then we've
done something
special...something
singular.
sales straight through to operations. Part of that
ongoing discussion with clients might include
trying to negotiate milestone-based billings. This
approach can protect integrators from cashfl ow
problems amid extended project timelines.
The word " protect " is especially salient in
the context of contract terms and conditions.
NSCA's CEO, Chuck Wilson, has long advised
association members to ensure contracts
include force majeure language to off er protection
from exogeneous events
over which integrators have no
control. Relatedly, waiver of
remedies clauses can help relieve
integrators from liquidated damages
and other penalties. And,
on the proposal side, the webinar
panelists recommended that
integrators consider substantially
shortening proposal-validity windows
- perhaps to 30 or even
15 days. In an age of unpredictable
price increases, they said,
integrators must be mindful that
project pricing that's profi table in
January might be unprofi table in March. Simply
put, integration businesses can't waste time and
resources on upside-down projects.
Abernathy, Peters and Bottcher touched on
other topics, including the importance of monitoring
true project costs; the imperative to break
the " muscle memory " of working with the same
vendor partners and develop a cross product/
solution reference guide; and how to identify
high-risk/low-margin projects that cannibalize
revenue. They even addressed accounting strategies
and how to keep the team " right-sized. "
I hope you watch this information-packed
webinar. It might make the diff erence between
a profi table 2023 and a tiring, obstacle-laden
slog. You can watch for free at
CommercialIntegrator.com/webcast/riskmitigation-strategies-supply-chain.
Dan
Ferrisi, Editor-in-Chief
dan.ferrisi@emeraldx.com
@danferrisiedit
Editor-in-Chief Dan Ferrisi,
914-383-9030, dan.ferrisi@emeraldx.com
Chief Content Offi cer Jason Knott,
774-505-8042, jason.knott@emeraldx.com
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774-505-8039, amala.reddie@emeraldx.com
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774-505-8006, zachary.comeau@emeraldx.com
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Commercial Integrator January 2023

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