Design-Build, Insurance Policies
August 19, 2011
Q: Does being a systems integrator imply that we do design-build work? If so, should we have different insurance? A: I don’t think you necessarily have to do design-build work Read the full article…
Extended Warranties
August 12, 2011
Q: We have been asked on a large project to provide an extended warranty for 5 years that covers the manufacturers software, includes upgrades/patches/defects, a product obsolescence guarantee and other Read the full article…
How to Sell Managed Services
August 5, 2011
Q: I want to know exactly how to start selling managed services. You keep saying we have to build recurring revenue, but how do you get started? A: The first Read the full article…
Recurring Revenue
July 29, 2011
Q: My question is about recurring revenue. Can you tell me, based on a percentage of revenue, what the typical NSCA member earns in maintenance contracts, service agreements, etc. that Read the full article…
Per Square Foot Cost Estimate
July 22, 2011
Q: Is there any database for our technologies that we can give to GCs and CMs showing a per square foot cost estimate for planning purposes? A: No, but I Read the full article…
Unified Communications
July 15, 2011
Q: I’m confused by the phrase “unified communications.” What exactly are people referring to? A: I’ve been asked this a lot as the phrase is fairly undefined at this point. Read the full article…
Billable Hours
July 8, 2011
Q: Can you explain what you mean by a billable hour and how this is tracked and factored into rates? A: Lawyers must have coined this phrase and sometimes I Read the full article…
Social Media Policy
July 1, 2011
Q: Do other members have a social networking policy in their employee handbook? I’ve been burnt by employees giving references and by inappropriate photos attached to our company Facebook page. Read the full article…
New Business Model
June 24, 2011
Q: Our company needs to find a new business model as we just can’t compete on price any longer. How and where do you start? A: I suggest starting with Read the full article…
Inventory as Percentage of Sales Revenues
June 3, 2011
Q: Our sales have dropped off pretty dramatically over the last two years but our inventory level hasn’t. What is a common level of inventory for NSCA contractors? A: I Read the full article…
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