Author Profile

Alan C. Brawn

Alan C. Brawn CTS, ISF, ISF-C, DSCE, DSDE. DCME, is the principal of Brawn Consulting.

Have suggestions or something you want to read about? Email Alan at CI_7@ehpub.com

Alan's Latest Blog Posts

woman looking a budget on conference room table, teach research, team planning

The Need for Research

Some key insights about the importance of research and how to embrace the concepts of target customers, target marketing and target sales.

financial advisory services. Asian advisor showing plan of investment to clients in the consultancy office.

AV Integrators Should Be in ‘Control’

In an era when ‘good enough’ is simply not, integrators should seize the opportunity to deliver a superior experience through a systems-design approach.

smiling salesperson with headset looking at computer with paper and pen in hand

Writing the Next Chapter of Being a Salesperson

With change all around us, salespeople must adapt their skill set and find ways to deliver real value, not ‘speeds and feeds.’

Alan's Latest Posts

woman looking a budget on conference room table, teach research, team planning

The Need for Research

Some key insights about the importance of research and how to embrace the concepts of target customers, target marketing and target sales.

financial advisory services. Asian advisor showing plan of investment to clients in the consultancy office.

AV Integrators Should Be in ‘Control’

In an era when ‘good enough’ is simply not, integrators should seize the opportunity to deliver a superior experience through a systems-design approach.

smiling salesperson with headset looking at computer with paper and pen in hand

Writing the Next Chapter of Being a Salesperson

With change all around us, salespeople must adapt their skill set and find ways to deliver real value, not ‘speeds and feeds.’

Older leader help diverse team in paperwork analysis at briefing, managing employees

Why Employees Stay

To explore the importance of effective management, it’s first necessary to understand what managing is and how it has changed.

Bright colored light LED smd screen

Direct-View LED: Caveat Venditor and Emptor

Comparing well-known versus less-well-known DVLED providers and assessing their respective value propositions.

DVLED SCREEN LCD

Direct-View LED: Know the Unknowns

DVLED is quite different from flatpanel LCD displays and projection, and it’s critical for AV professionals to identify and understand the divergences.

in-person live events pandemic

What We Have Learned About Events

As we peer into the future, in-person, virtual and hybrid events will live side by side.

sales and marketing team collaborating

Sales and Marketing: Tell Me Something I Don’t Know

Have sales and marketing functions become muddy, or have we entered a new phase where the two specialties can collaborate to serve customers?

motivated colleagues

Understanding Employee Value

Assessing the employment landscape, short-tenured workers and how to measure real value.

Business people negotiating a contract between two colleagues

The Need for Change in Our Approach to Sales

AV pros must battle back against commoditization and the appearance of parity. Here’s how.