There are two main reasons why NSCA is so focused on business strategies for systems integrators. First, our members are beginning to realize, like most businesses today, that what got them here isn’t necessarily going to get them there. To see this, you don’t have to look any further than the shrinking margins on traditional product sales compared to the business model of doing everything from comprehensive assessments to managed services. These account control methods are used by many of the new competitors we are seeing. I strongly urge you to be aware of this change as a first step for a profitable future.
The second reason for our business focus is that we have discovered it isn’t just what you do, but what you don’t do that builds a profitable company. You need industry research, business climate reports and dialogue with leading companies to manage a healthy business. Knowing exactly what to do to bolster account penetration or capture market share in growth sectors is crucial to business success. Unfortunately, many of us have found ourselves with dominate market share in a sector with declining profitability. Again, I urge you to build awareness and then develop the expertise to control this situation in your business.
Our Business & Leadership Conference (BLC) is this industry’s premier event for figuring out these two concepts. Sure, you can read all the business books and attend generic conferences or business peer groups, but the strength of interaction with like-minded companies in the exact same business is very powerful.
The truth is that our future depends on well-planned alignment of staff with strategies that focus on profitable markets or within existing accounts that show a potential for growth. This may mean that you need a new strategy or new skill sets, new product lines or an expanded customer base. That’s what the alignment process will guide you through. What seems to emerge from the BLC is an untapped value proposition they discover that can work for them. They pick this up not only from the content but also from the networking.
If these topics are left unattended in your company or these things keep you up at night worrying, do yourself a huge favor and join us in San Diego in February. Light will be shed for you on these issues.
I also need to respond to my blog readers about being too negative lately. You guys are right, but remember where I sit; I don’t hear from the folks having a banner year. I hear from our members who struggle to make payroll and show any profit at all. I really am very optimistic about the future and see improvements every day. This is an exciting business to be in and good times are ahead. Thanks for the reminder.
Comment on this blog in the next two weeks, and you’re name will be put in a hat to win a free night at the Rancho Bernardo Inn while you’re attending the BLC!