ClearTalk

In this special episode of ClearTalk, Brad Dempsey, CEO of Solutions360, is joined by Padraic Doyle, CEO & co-founder of Inspect Point, to dive into the groundbreaking integration between Inspect Point and Q360. Launched last week, this partnership is set to transform the fire and life safety inspection process by combining Q360's ERP system with Inspect Point's robust inspection platform.Padraic discusses the vision behind the integration, the challenges faced by the fire protection industry, and how this collaboration streamlines operations, enhances compliance, and improves customer satisfaction. Additionally, they touch on the future of AI in the industry and what's on the horizon for Inspect Point and Q360.This episode is a must-listen for anyone interested in how technology can revolutionize fire safety and improve operational efficiency.To learn more about how Solutions360 can help you run your business more effectively, click this link to connect with us: https://www.solutions360.com/our-mission-is-to-become-our-customers-most-valued-business-partner/

In this episode of ClearTalk, Tim Archambault and Mark Demler discuss the critical post-implementation phase for ERP systems, specifically focusing on customer success with Q360 by Solutions360. The conversation highlights the importance of a well-prepared go-live, with Mark emphasizing the necessity of a rigorous checklist that ensures all preparations, from database cleanup to staff training, are completed thoroughly.Mark shares that the structured approach provided by Solutions360, including detailed checklists and ongoing support from business analysts, was integral in smoothing the transition and minimizing surprises. They also delve into the day-to-day management post-go-live, where the real-time adjustments and proactive project management play a pivotal role in addressing unexpected challenges that arise during initial usage.The discussion covers how the ERP system facilitates better business practices through detailed metrics and forecasting, allowing businesses to make more informed decisions and adapt to their operational needs more dynamically. Mark notes the significant impact of having reliable data on improving business operations and strategic planning. The episode wraps up with Mark and Tim reflecting on the benefits of having a flexible, well-supported ERP implementation process that not only addresses immediate business needs but also fosters long-term growth and efficiency.If you have any questions for Mark, please reach out to him at markdemler@prodigy.netTo learn more about how Solutions360 can help you run your business more effectively, click this link to connect with us: https://www.solutions360.com/our-mission-is-to-become-our-customers-most-valued-business-partner/

In this episode of ClearTalk, Tim Archambault discusses the post-sales ERP system implementation with Mark Demler from Electronic Innovations. Mark outlines the importance of thorough preparation and strategic data management. He highlights the necessity of involving Subject Matter Experts (SMEs) early to ensure smooth adoption and stresses the significant role of proper training environments to facilitate effective learning. Mark praises Solutions360 for their flexibility in handling customizations and their proactive support, which greatly enhanced the implementation process. The conversation encapsulates the challenges and successes of deploying a major ERP system, reflecting on the strong partnership and ongoing support that have defined their journey with Solutions360.If you have any questions for Mark, please reach out to him at markdemler@prodigy.netTo learn more about how Solutions360 can help you run your business more effectively, click this link to connect with us: https://www.solutions360.com/our-mission-is-to-become-our-customers-most-valued-business-partner/

In this episode of ClearTalk, Tim Archambault and guest Mark Demler dive into the critical role of ERP systems in scaling businesses effectively. Mark shares his journey of helping a company implement an ERP system that aligns with its growth and generational transition goals. They discuss the initial challenges of multiple disjointed systems and the strategic move to a more integrated ERP solution to streamline operations and support expansion.Key insights include the importance of having a clear vision for the company's future and how this vision should guide the selection of technological tools. Mark emphasizes the need for systems that can handle diverse business activities without requiring constant manual input, which was a significant bottleneck in their operations.The conversation also covers practical steps in selecting and implementing ERP systems, such as engaging subject matter experts from various departments, understanding specific business needs, and ensuring the ERP can scale with the company. Mark points out the necessity of having a system that not only fits current needs but also supports future growth without extensive customization.This episode is packed with valuable advice for businesses looking to leverage ERP systems to enhance efficiency and scalability, making it a must-listen for business leaders and IT professionals aiming to maximize their technology investments for long-term success.If you have any questions for Mark, please reach out to him at markdemler@prodigy.netTo learn more about how Solutions360 can help you run your business more effectively, click this link to connect with us: https://www.solutions360.com/our-mission-is-to-become-our-customers-most-valued-business-partner/

In this episode of ClearTalk, Brad Malone and Joel Harris delve into the crucial stages of business growth, discussing the challenges and transitions that businesses face as they scale from $6 million to higher revenue thresholds. They focus on the shift away from operational firefighting towards strategic growth, exploring how business owners can add value and feel essential without being entangled in day-to-day problems.They emphasize the importance of clearly defined roles and responsibilities, advocating for written agreements to ensure team accountability. This discussion highlights the necessity for owners to delegate effectively and set clear expectations to facilitate smooth transitions in management roles. By moving from being operators to owners, they can focus on strategic decisions and long-term business health, ensuring that their involvement evolves from direct management to oversight and strategic guidance.This strategic shift requires a well-thought-out plan, focusing on investing in people and structuring management to support growth. The conversation also touches on the common pitfalls that stifle growth, such as inadequate capital management and a lack of strategic planning, which can prevent businesses from breaking through revenue plateaus.

In this episode of ClearTalk, Joel Harris and Brad Malone dive into the challenges businesses face as they scale, specifically focusing on the critical issue of capital as a barrier to growth. They discuss the distinction between real and perceived barriers to accessing capital, emphasizing that growth is often constrained not just by the availability of funds but by how effectively these funds are utilized.Joel argues that many businesses hinder their growth by not reinvesting profits back into the company, which is crucial for scaling operations, particularly in staffing and management structures. He points out that growth requires strategic planning and investment, particularly in people, which many business owners overlook.Brad and Joel explore the concept of "the discipline of earnings," stressing the importance of generating returns from every dollar spent and avoiding the trap of merely spending without a strategic return on investment. They conclude that for a business to scale successfully, it must adopt a disciplined approach to capital investment, focusing on generating and reinvesting earnings to foster sustainable growth.To learn more about how Solutions360 can help you run your business more effectively, click this link to connect with us: https://www.solutions360.com/our-mission-is-to-become-our-customers-most-valued-business-partner/

In this episode of ClearTalk, Brad Malone, Chief Operations Officer, and Joel Harris, President of Solutions360, discusses common growth barriers that companies face, such as stagnation at certain revenue milestones. The conversation highlights how company founders often hinder scalability by holding onto key roles, limiting their company's ability to grow beyond typical revenue thresholds like $10 million or $20 million.The discussion emphasizes the need for strategic delegation and building a unified management team that tackles business challenges collectively rather than in silos. An important takeaway is the litmus test for business sustainability: if a company can't operate effectively without its owner for a few months, it likely lacks the structures needed for sustainable growth. This episode offers strategies to overcome these growth barriers and promote long-term success.

Continuing from their discussion on time billing, Bradford Dempsey and Joel Harris address remote work in the second part of this series. They explore how the pandemic accelerated the shift to remote work, a transition that many companies, including Solutions 360, had to navigate swiftly. The conversation focuses on how remote work necessitates a robust framework for planning and forecasting to maintain productivity and profitability without the traditional oversight of in-office work. They discuss the importance of precise time billing in remote settings to ensure accurate project costing, profitability analysis, and labor management. This episode emphasizes that effective remote work management involves more than just technology; it requires strategic planning and a cultural shift towards trust and accountability in workforce management.

In this first part of a two-part series on "Clear Talk," host Bradford Dempsey and guest Joel Harris dive into the contentious issue of time billing within business operations. They discuss common misconceptions and emphasize that time billing is not about mistrust but about gathering essential data for informed decision-making. Joel Harris shares his initial resistance to time tracking in his early career and how he later understood its importance for managing corporate resources and making strategic decisions. The discussion highlights that time billing enables companies to optimize resource allocation and make informed decisions that can benefit employees, rather than micromanage them. This session aims to shift the perspective on time billing from oversight to a valuable tool for enhancing company operations and employee engagement.

In this episode of the ClearTalk Podcast, Brad Malone and Andrew Ashbury explore the critical dynamics of labor management in the integration industry. They discuss the importance of proactive planning—knowing when to "throttle up" or "throttle down" before it becomes a necessity. Brad emphasizes the need for mature systems that allow for transparent communication between sales and operations, ensuring alignment and readiness for shifts in labor demand.Andrew highlights common pitfalls, such as inadequate data systems and a siloed approach that prevent effective decision-making. Together, they underscore the strategic importance of integrating ERP systems and other tools to foster a mature collaboration that anticipates and adjusts to business needs efficiently.This conversation is a deep dive into how strategic labor management and proactive planning can smooth out the operational ebbs and flows in the integration industry, ensuring businesses are always prepared and responsive.

In this episode of ClearTalk, Roman Burchart, VP of Operations at Solutions360, hosts John Lyall, Customer Success Manager, to delve into the critical topics of disaster recovery and business continuity. They explore how companies often overlook these areas until an emergency strikes, emphasizing the importance of being prepared for any disruptive event that could affect business operations.Roman and John discuss the differences between disaster recovery, which traditionally focuses on restoring IT functions like data recovery from hardware failures, and the broader scope of business continuity, which aims to maintain operational integrity no matter the external pressures, from cyberattacks to natural disasters.Throughout the discussion, they share insights on how businesses can create resilient plans that ensure effective communication and operational functionality during crises. This involves not just IT teams, but training staff across all departments to understand and execute the company's contingency strategies effectively. The conversation highlights the need for regular updates, testing of disaster recovery and business continuity plans, and a proactive approach to managing potential threats to maintain trust and reliability among customers and stakeholders.To learn more about how Solutions360 can help you run your business more effectively, click this link to connect with us: https://www.solutions360.com/our-mission-is-to-become-our-customers-most-valued-business-partner/

In this episode of the ClearTalk Podcast, Mack Graham engages with Tofiq Indawala, Director of Consulting for Solutions360, in a deep dive into cybersecurity, a critical issue for modern businesses. They discuss the common cyber threats like phishing, ransomware, and IoT vulnerabilities, particularly focusing on the challenges faced by integrators who are increasingly adding internet-connected devices to their networks.Tofiq underscores the importance of employee education on recognizing and handling potential cyber threats as a crucial line of defense. He details the concept of "security by design" within the development and implementation of ERP solutions, emphasizing the necessity of integrating security at every level of system design and operation—from user permissions and data storage to secure data transfer and robust backup strategies.The conversation also explores the impact of AI and machine learning on cybersecurity, highlighting both the new challenges and opportunities these technologies present. They discuss how AI can enhance threat detection and response within organizations but also how it can be used maliciously to automate attacks.Overall, the episode covers essential strategies for securing remote access, fostering a cybersecurity-aware culture among employees, and the ongoing importance of adapting to the evolving landscape of threats, especially in the context of increasing AI capabilities.

In this episode of ClearTalk, Brad Dempsey welcomes Roman Burchart, VP of Operations at Solutions, to demystify the buzz around Artificial Intelligence (AI). They start by breaking down AI's capabilities, from enhancing reasoning and creativity with generative models like ChatGPT to the practical applications in business processes. The conversation transitions into the fascinating realm of Artificial General Intelligence (AGI) and its implications for the future.Highlighting Solutions' latest foray into AI with their new business intelligence features, they discuss leveraging Microsoft Azure and OpenAI to create customizable chatbots. This integration aims to streamline operations and secure data within a trusted ecosystem. They explore the concept of "multi-model" AI, emphasizing the tailored use of AI tools for specific business needs, likened to choosing the right tool for a physical task. This episode promises a thought-provoking look at AI's current state, its tangible benefits for businesses, and speculative future advancements.To learn more about how Solutions360 can help you run your business more effectively, click this link to connect with us: https://www.solutions360.com/our-mission-is-to-become-our-customers-most-valued-business-partner/

In this insightful episode of ClearTalk, John Graham is joined by Tim Archambault, a senior sales executive at Solutions360, to explore the pervasive challenges that systems integration companies face today. They dive into the critical issue of data fragmentation across multiple systems, which hampers companies' ability to make informed decisions and streamline their operations. Tim discusses the common reliance on inefficient data management practices, such as the use of spreadsheets, and presents three solutions: maintaining the status quo, leveraging business intelligence tools, or implementing a comprehensive ERP system. Solutions360's approach to unifying business processes under one system emerges as a game-changer, offering real-world examples of companies that have seen transformative results. The conversation highlights the journey from initial skepticism to the realization of significant operational benefits, emphasizing Solutions360's commitment to customer success beyond the sale. This episode is a must-listen for anyone interested in overcoming the complexities of systems integration and driving their business forward with innovative solutions.To learn more about how Solutions360 can help you run your business more effectively, click this link to connect with us: https://www.solutions360.com/our-mission-is-to-become-our-customers-most-valued-business-partner/

In this engaging episode of ClearTalk, join hosts John Lyall and Andrew Ashbury as they delve into the exciting world of Q360 adoption, a transformative initiative aimed at enhancing customer engagement and maximizing business system efficiency. Through a detailed discussion, Andrew likens the process to a comprehensive, unbiased evaluation, akin to a multi-point car inspection, providing objective insights into system usage. The episode highlights the collaborative nature of this engagement, showing how it fosters a deeper understanding between clients and the business, and turns raw data into actionable strategies. Listeners will gain insights into how periodic assessments can lead to significant improvements, the evolution of customer service strategies, and the critical human element in technology adoption. This episode is a must-listen for anyone interested in understanding and improving their engagement with business systems, ensuring continuous growth and efficiency.

Dive into the nuanced world of sales on the latest ClearTalk podcast episode, where we demystify the differences between opportunity management and sales forecasting. With expert Chris Peterson, Founder and CEO of Vector Firm, we challenge the idea that sales is either an art or a science and explore how the best sales teams blend structured processes with strategic agility. Uncover the essentials of an accurate forecast report, the dynamics of sales probability, and the execution of best practices for consistent sales success. For businesses seeking to refine their sales approach and navigate the complexities of implementation. Tune in to equip your team with the insights needed to not just understand, but master the sales process.

On this episode of ClearTalk...Join host Jen Jackson as she dives into the essentials of Project WIP with expert Brad Dempsey. In this episode, they'll discuss:Defining WIP: Uncover what WIP (Work in Progress) reports are and why they are seen as the lifeblood of Project-Based Companies.Importance for Systems Integration Companies: Understand why the WIP schedule is vital for assessing company performance and future projections.Spotting Red Flags: Bradford offers insights on indicators of potential issues when evaluating WIP and how to navigate through them.Forecasting Cash Flow & Profitability: Learn how the project and portfolio WIP can guide in forecasting a company's cash flow and potential profitability.Aligning WIP with Financial Goals: Tips on ensuring that WIP corresponds with a company's broader financial strategy and objectives.External Stakeholder Communication: Grasp how WIP aids in transparently communicating a company's health and progress to banks, investors, and bonding companies.Don't miss out on this comprehensive breakdown. Tune into the ClearTalk podcast for the full conversation!

Join us for an insightful episode of ClearTalk as we dive into the world of supply chain management - a hot topic in the integration industry for years.We are honored to have Michael Stammire, VP of Procurement for Avidex, join us to share his best practices in responding to the ever-changing supply chain challenges.Stammire opens up about how the pandemic impacted Avidex, from project delays to freight and logistics issues. He discusses the shift in buying habits and the adoption of more mature procurement practices to overcome these challenges.Don't miss it!

Join us for an insightful episode of ClearTalk as we dive into the world of supply chain management - a hot topic in the integration industry for years.We are honored to have Michael Stammire, VP of Procurement for Avidex, join us to share his best practices in responding to the ever-changing supply chain challenges.Stammire opens up about how the pandemic impacted Avidex, from project delays to freight and logistics issues. He discusses the shift in buying habits and the adoption of more mature procurement practices to overcome these challenges.In this episode, you'll learn about:- The importance of 'just in case' ordering versus 'just in time' to protect projects.- Ordering strategies against the pipeline for high run rate items with long lead times and core components.- The benefits of using a standardized quoting tool for better visibility.- The value of seamless communication between Purchasing and Sales.Stay tuned for Part 2, where we'll delve even deeper into the secrets of supply chain mastery with Michael Stammire. Don't miss it!

Prepare for a captivating episode of ClearTalk as Brad Malone, Solutions360's Vice President of Professional Services, joins forces with our CEO, Bradford Dempsey, to explore the intriguing realm of information transparency.Sharing information can ignite fiery debates among business owners, especially when it involves financial data disclosed to employees. However, Solutions360 has a game-changing solution: Q360. This powerful data repository empowers your team to make informed decisions, fueling their success.But here's the catch: education is the key. Dempsey stresses the importance of providing context and understanding alongside the shared information. Without it, misinformation spreads like wildfire, breeding problems.Discover the essential metrics for labor-based integration companies and unravel the true meaning behind Dempsey's "visibility creates efficiency" philosophy. Don't miss out! 

Get ready to dive deep into the world of profitability with the latest episode of ClearTalk! Our CEO, Brad Dempsey, sits down with Brad Malone, VP of Professional Services, to uncover the truth behind measuring profitability.While profitability is a metric that grabs everyone's attention, are you measuring it correctly? As integrators are in the business of selling labor, it's essential to understand the importance of burden rates when it comes to measuring profitability. As Malone points out, many people escalate their gross profit without burdening their labor correctly, causing excess overhead and impacting their net profit.But that's just the tip of the iceberg! On this episode, you'll also discover what Dempsey means by "Profit often hides our sins" and how heroism, martyrdom, and project drama can impact project profitability.If you're ready to take your profitability game to the next level, listen to the full episode now! You'll learn that consistently profitable integrators are well-run organizations that are often a pleasure to work for. Don't miss out on all the valuable insights and tips that Dempsey and Malone have to offer.

On this episode of ClearTalk, Brad Malone, VP of Professional Services at Solutions360, joins CEO, Brad Dempsey, to discuss the BIG "WHY".Q360 is a business management tool, which is much more than just another ERP system.“We have really shifted the paradigm, from 'Go-Live' being the milestone and just focusing on the software, to focusing on fulfilling the integrator's objectives... the platform is just one aspect of the project,” says Malone.With every implementation, we start with what we call the "BIG WHY”. Why did you buy the tool? What are your business goals?What results are you after?Solutions360 uses that BIG "WHY” throughout the implementation. They want to make sure the entire team knows exactly why they're doing what they're doing.“We've got to change business processes. We've got to oftentimes teach management how to read dashboards that they've never seen before using data they've never had before. So, it's a big paradigm shift, and we're really focusing on that.” Malone reports.Also on the podcast, the pair discuss:What is Excel hell?Why should an integration company embark on this kind of major change?Listen to the podcast for all this and much more!

On this episode of ClearTalk, Brad Malone, VP of Professional Services at Solutions360, joins CEO, Brad Dempsey, to discuss closed-loop estimating.In simple terms, closed-loop estimating is the feedback loop from lessons learned from each project so they can be incorporated in future estimates, setting them up to be more accurate and profitable.There are always similarities along with uniqueness across all projects, and there are lessons to be learned from both aspects. “When we have similarities, we can fine tune our estimates, and when we have uniqueness or risk, we can figure out how much contingency we'll need,” Malone explains. “It's really a learning process.”All of this relates to LEAN principles and six sigma, which Navigate encourages integrators to adopt.“The way I look at Lean is about getting rid of waste, and drama, and really streamlining processes,” says Malone. I always use the metaphor of Michelangelo and David. How did Michelangelo carve David? Well, he just took away everything that wasn't David.”Conversely, 6 Sigma is about variation - the more similar your projects are, the more you can look at reducing the variation. By embracing these concepts, Navigate finds integrators can save 20% to 30% of their labor on a project.Also on the podcast:What are the prerequisites for implementing closed-loop estimating.Why you should not wait until the end of a project to go back and look at the original estimate.How to develop the process to estimate the way you actually run a project.

On this episode of ClearTalk, our President, Joel Harris, is once again joined by Eric Morris, CFO at Wayne Automatic for PART 2 of this discussion on why budgeting is important for the success of your integration business.  The pair also covers many best practices for using your budget as a tool throughout the year, as opposed to creating a budget and putting it on the shelf.It may be a bit cliché, but they say that when you set goals, they need to be SMART, and it's the same thing with your budget. Your budget needs to be Specific, Measurable, Achievable, Realistic and Time Centered.” Eric MorrisOur experts answer many important questions including:- Why should you always be challenging your assumptions?- How can an integration company build a revenue budget?- Why is it important to triangulate your work against as many data points as possible- Why you need to schedule budget review meetings“Remember, budgeting is an iterative process, and nobody gets it right. We just keep after it and get a little bit better each time,” says Morris. “My company, like everyone else, still has a lot to learn, but we hope we get better with each turn of the crank.” It's important to be precise in your assumptions. If you want to increase gross profits, how are you going to accomplish that? Optimism is good, but slogans, like Buy Better, don't help you increase gross profits. “You can't assume that we can just magically work really hard so our gross margin will increase, and, by golly, we're going to do better next year,” Morris reports. “You have to be realistic and keep challenging the assumptions.”Our goal is that when you walk away from this podcast you will create a SMART budget for your integration business. “Because if you don't manage your business differently, the results are not going to be different,” says Harris. Listen to Part One of this podcast – ClearTalk 25: 4 Reasons Why You Should Have a Budget for Your Integration Business

On this episode of ClearTalk, our President, Joel Harris, is joined by Eric Morris, CFO at Wayne Automatic to discuss why budgeting is important for the success of your integration business.“You wouldn't go bowling if they covered the pins and you couldn't see how many pins went down. It's the same thing in this great game of business - you need to know the score.” Eric MorrisMany integration companies are privately held family-owned business, and many of these businesses, in Solutions360's experience, think budgeting is just for corporate businesses, or something to present to a bank.However, a budget is a tool that integrators can use in their day-to-day or operational oversight. It's critical to develop a budget that you can use throughout the year to help monitor and measure your success. “The most important thing about budgeting is to help you do course correction,” says Morris. “But if you haven't set a course, you can't do a course correction, no matter whether you're publicly held or privately held.”Events change rapidly, particularly in the environment we're in today. Integrators need to know when to pivot. But if you don't first establish what direction you're headed, you can't measure when you're out of sync with the planned outcome. Plus, you lack the ability to pivot quickly when you're not in sync with the planned outcome.Do you have a 2023 budget for your integration business?Solutions360 hears all kinds of excuses that integrators offer for not building a budget. Listen to the podcast as our experts go through the top four excuses along with their top four reasons why all integrators should have a 2023 budget.Convinced that having a budget is a good idea? Stay tuned for Part 2 of this podcast, as we continue the conversation with Best Practices for Creating a Budget.Don't miss this episode if you want your integration business to grow and thrive!

On this episode of Cleartalk, Tim Archambault is joined by long time friend, Kevin Colores. 

On this episode of ClearTalk, John Graham is joined by Tyler Ebnet from Revenueify, a fellow NSCA Membership Advisory Council member.At last month's Pivot to Profit, a big topic of conversation was the frustration around the slow uptake of managed services programs. It is clear that integrators have the desire and the will to make the transformation to a recurring revenue model, but they are running into roadblocks.The pair discuss many practical and tactical ways to increase revenue. Without a doubt, specialized sales training is necessary because selling recurring revenue is completely different than a system sale, which is what integrators have selling for many years. One sales training event is not enough. It will take an entire shift of the integrator's perspective on what the managed services program is going to do.Managed services is a financial strategy. That's really the reason why the end customer buys a managed service program or a subscription, which is completely different than the reason they buy a box that sits on a conference room table. “With a managed service program, it's creating value within the customer's organization for the long term, and we see a lot of a lot of integrators just not focused on the value of their program, and how to communicate that value proposition to their ideal customer.” Tyler EbnetSolutions360 provide the software tools that help customers support and account for their managed services programs. Q360 provides a roadmap for your salespeople to build RMR. It provides a framework to help your sales team achieve the recurring revenue that many integrators have been looking for over the last several years.How do you take that next step with managed services?How do you move from a project-based culture to a recurring revenue-based culture?What are the differences between integrators that have successfully transitioned to managed services model, and those who have not? Listen to the podcast for all this and much more! 

Today, inflation is top of mind for all integrators, with expectations that it will last into 2023 and maybe longer.  We are thrilled to have Matt Barnette, CEO at PSA Security, join Joel Harris on this important episode of ClearTalk, to share some best practices that will help inflation proof your integration business. Protecting yourself as an integrator is more important than ever. Integrators are facing the most competitive market for talent we've seen in years, and with the cost of living rising so fast, it's placing incredible pressure on wages. What strategies can integrators use to retain talent? Manufacturing costs are going up every day and integrators have seen upwards of 40% to 50% product increases from some suppliers. At the same time, integrators are in the business of selling projects for the future. What happens if you sold a fixed price contract 18 to 24 months ago? The integration channel needs to look at the terms and conditions in their contracts and make sure that they are covered. Prior to the pandemic, the integration industry was embracing just-in-time purchasing to maximize profits. The current supply chain issues have flipped this business model on its head, and suddenly, integrators are having to buy inventory to protect their projects. Some manufacturers have two-to-three-year lead times now. How can integrators protect themselves and help each other with this challenge? Every integrator should have a relationship with their bank, and these are the times when that relationship needs to be solid. This is something that we highly advise even prior to the pandemic, and certainly even more now with what's going on with inflation. Listen to the full podcast for all this and much more!

On this episode of ClearTalk, Joel Harris, is joined by Tim Archambault to discuss three strategies to increase profits in your integration business.Increasing profits is a top consideration for all integrators. Prior to joining Solutions360, Tim has worked in a variety of capacities in the integration industry, from data analyst to operations management to sales management. We are thrilled to have him on the podcast to share his expertise and proven methods to help integrators increase profitability.1. Buy more effectivelyIt is more important than every to get the best deal possible from suppliers and cut waste throughout your company.2. Boost productivityBefore you can boost productivity, you have to be able to measure it. It is important to determine the right KPIs that give you visibility into productivity, and then you have a baseline to measure against and monitor progress. What gets measured, gets managed. 3. Find your best customers and sell them moreThe best account executive will be even more effective if they don't work alone. It is a fascinating story how Tim was able to triple the size of a key customer account by creating a team with a sales engineer, a project manager and customer service working together with the account executive to support that customer.Instead of having one gatekeeper with all the knowledge of that customer, a full team worked to truly understand the core business of that customer. This gave them a foot in the door, which opened more opportunities, and ultimately tripled the revenue from that customer.To paraphrase Zig Ziglar, everyone is in sales. Maybe you don't hold the title of salesperson, but if you deal with customers, you are in sales.Listen to the full episode to find out how Tim put all these strategies into practice.

Why are we busy and what are we doing with our time? “It's not enough to be busy, so are the ants. The question is, what are we busy about?” Henry David ThoreauWhile it might be funny to think of yourself as an ant, take a look at your daily routine and consider if you're using your time productively, or merely keeping busy for the sake of being busy. On this episode of ClearTalk, Brad Malone is joined by Jennifer Jackson, Manager of Professional Services at Solutions360 to share some time management strategies that help them be more productive.“Between the two of us, we've been project managers for over 50 years, managing a wide range of projects,” says Malone. “And without fail there are people and events trying to drag us down into the quagmire of the day to day.”“A few of my fundamental principles for time management consist of setting a good schedule, as much in advance as possible,” Jackson shares. “Then it's really important to manage expectations with everybody I work with. And that could be management, customers, or direct reports.”How does Q360 help with time management?"Q360 is a massive tool, and it offers a ton of data to help manage projects and people," Jackson continues. "I have a standard set of reports, workflows and dashboards that I review on a daily and weekly basis, which gives me visibility on all my active projects and their status.""There is also a dedicated project management dashboard that provides direct links to a couple key reports from that dashboard so that PMs can review project labor forecasts, and project revenue cost forecasts."Also on the podcast:• How lists can help you stay on track, or get back on track.• What is the difference between urgent and important?• What is the best way to deal with time stealers?

What does a typical handoff from project to service look like in your integration business?Is your hand-off more of a drop-off?Don't ring the doorbell and run – set your service team up for success!On this episode of ClearTalk, Brad Malone and Tofiq Indawala discuss how mature integrators see the purpose of any project is to create a long-term service customer that will generate monthly recurring revenue. A growing number of integrators have adopted the RMR mindset, but the industry still needs to do a lot of work to understand how to deliver successful handoffs.Projects are transitory and merely the vehicle to get to service. So, is your service team pulling the project towards them?Integrators should look at service as a key stakeholder in the relationship with the customer.“Everything should be geared towards handing the customer over to service,” says Malone. “From the inception of the proposal to the way the project is executed, the work breakdown structure, and the documentation at the end of the project. All this information makes services more successful in maintaining the customer relationship.”“Traditionally, everybody's taught that the stakeholders of your projects are the executives, sales, or the customer, but they completely forget about service, who must take that ownership of the relationship and service it for 10 to 15 years,” says Indawala.If your service team is still the red-headed stepchild of your integration company, this podcast is for you! 

How do you manage pre-sales engineering in your integration business?Pre-sales engineering is a very important and expensive resource that technology integration companies need to use.But it's a double-edged sword.On the one hand, an integrator is better served when the sales team brings pre-sales engineers into the conversation with the customers. They write a better scope of work, and they do the design upfront.On the other hand, the more project engineering you do before a contract is sold, the more amount of money you risk losing if you do not win that contract.When do you stop calling it pre-sales engineering and start calling it project engineering? We'll give you one clue – It's not when the contract is sold. “It's where you move from maybe a block diagram to a line or where you move from general to specific kind of design. It's not about when the contract is sold as to when you're doing project engineering,” says Harris.“The companies that do it very well achieve balance,” adds Dempsey “There's no clear KPI that we can say, ‘You should be spending X percent of your costs on pre-sales engineers, or you should be converting 70%.' It really depends, and it's something that needs to be looked at on a regular basis and analyzed by the management team.”Your percent of win rate will ultimately determine the cost of pre-sales engineering to your sales efforts.So, this is a very important ratio to maintain and understand - the utilization, and the effective utilization of your pre-sales engineers. Listen to the podcast for all this a more!

If you are planning on selling your integration business in the future, what are the things you can do today, to drive the maximum valuation? M&A activity in the integration industry has been rampant over the last few years. Solutions360 sees both a size and scale play driving these acquisitions, coupled with an industry that has owners wanting to sell. As a result, we do not expect integrator M&As to slow down any time soon.In a previous episode, we defined the internal and external factors that impact the valuation of your company. These are the factors that a potential buyer will look at to determine the value of your business.On today's episode, Brad Dempsey and Joel Harris continue that conversation, and drill down on the internal factors. These are the things you can control that will drive maximum valuation for your integration company.“Internal factors are all about taking risks out of my business. The more risk I eliminate from my business, the more my business is worth.”  Joel Harris 3 internal factors that drive maximum valuation for integrators:1. Show steady earningsYou don't want earnings to bounce all over the place, even if they are, on average, in an upward trend.2. Higher growth rates equal a higher valuationHistorical growth rates are not a bad thing, but you are selling the future growth of your business, not the past.3. Demonstrate sustainable growthThis is important because a buyer wants results that are going to be just as predictable as under new ownership. We will talk more about this in a future podcast, but this includes building out an executive leadership team and putting processes in place that enable an integrator to create a sustainable business.Also on the podcast –What are some of the things that should cause concern when you're looking at an integration company to acquire?Even if you are not interested in selling your integration business, this podcast is for anyone wanting to run an integration business with long-term profitability in mind.Listen to the podcast for all this and more!

On today's episode - Brad Malone invites first time guest, Patrick Britton from Navigate Management Consulting to discuss the importance of a continuous learning culture, continuous process improvement and the model of Kaizen. Tune in to learn more!

On this episode of ClearTalk - Brad Dempsey and Joel Harris discuss acquisitions in the integration industry - What to expect, valuations and how to navigate the process.

On this episode of ClearTalk - Brad Dempsey and Joel Harris discuss collecting deposits for your integration projects. The pair chat about best practices, industry habits and the benefits of collecting cash up front.

On this episode of ClearTalk, Brad Dempsey has the pleasure of introducing the new President of Solutions360 and long time ClearTalk guest - Joel Harris. The pair discuss the fundamental difference between labor capacity and utilization.

On this episode of ClearTalk, our very own Tofiq Indawala is joined by Brad Malone from Navigate Management Consulting to talk about Project Management problems.

On this episode of ClearTalk, our CEO, Brad Dempsey, is joined by Brad Malone from Navigate Management Consulting to talk about conflict in a project driven organization.

On this episode of the ClearTalk podcast; The tables turn as Brad Dempsey becomes the interviewee - Brad Malone asks Solutions360's CEO about the implementation and go-live process for Q360. 

This week on ClearTalk, Tofiq Indawala is joined by Brad Malone to discuss the importance of WIP Management.

On this episode of ClearTalk, our CEO, Brad Dempsey, is joined by Brad Malone and Joel Harris from Navigate Management Consulting to talk about customer profitability.Are your best customers sometimes your worst customers?All too often, integrators think about their best customers in terms of size, or revenue, or sales.Yet sometimes they are actually your worst customers, because of what they take out of the company, or what they deliver to the company in terms of profitability.How do we measure customer profitability?

On this episode on the ClearTalk Podcast - We are joined by Brad Malone and Joel Harris of Navigate Consulting; The trio discuss the importance of vocabulary and how it pays off to be consistent. Tune in and learn how to best manage communication errors within your organization. 

On this episode on the ClearTalk Podcast - We are joined by John Graham, the Executive Vice President of Solutions360 who takes us through an overview of Q360 and what makes it the Industry's best ERP system.

On this week's Podcast: John and Brad discuss best practices for Cash Flow Management. 

On this week's episode of ClearTalk, Brad and Tofiq discuss backlog burn rate and what it means to business owners.

This week on ClearTalk - Brad Dempsey & Brad Malone take a break from their traditional interview style conversations and speak generally about ethics, value, and culture in the workplace.

On this week's podcast, Brad Dempsey and Brad Malone of Navigate Management Consulting discuss how not to get confused between the metric and the measure.

Welcome to the inaugural episode of ClearTalk, the new Solutions360 Podcast. On this episode of ClearTalk, our CEO, Brad Dempsey, is joined by Michael Canic, to discuss the launch of his new book, Ruthless Consistency: How Committed Leaders Execute Strategy, Implement Change, and Build Organizations That Win.