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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

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.

Alan's Latest Posts

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.

warehouse worker examining AV equipment affected by the supply chain.

The Supply Chain Explained and Demystified, Part 2

Exploring the many facets of supply-chain snarls and suggesting proactive steps for AV integrators.

supply chain issues

The Supply Chain Explained and Demystified, Part 1

A primer on what ‘supply chain’ actually means, how we’ve become vulnerable and how we can do better moving forward.

value proposition

The Necessity of a Value Proposition

How to craft a concise value proposition statement for potential clients that explains why they should do business with your company.

The Cost of Employee Turnover

The costs of losing employees are understood in the abstract, but our hope is to educate about the real costs and possibly ways to avoid them.

buyers, marketing and sales

The New Roles of Buyers, Marketing and Sales

It’s time to shift several paradigms. Let’s begin with looking at how people buy today versus the recent past from a marketing and sales perspective.

understanding experience, change, and perception

Exploring Change and Understanding the Experience

In our industry, we must understand experience and change the way we present solutions, because our customers have themselves changed.

What the AV and IT Convergence Misses

The AV and IT convergence is often misapplied. Brawn takes a closer look at the differences between AV, IT and digital signage.