AVIXA industry data shows what many integrators already know: growth remains slow, and customers are cautious about spending. Budgets are under pressure, projects take longer to be greenlight, and integrators are often asked to do more with less. One of the starkest trends is that projects are moving forward with smaller teams than in the past.
For seasoned professionals, this environment feels familiar. I lived through the 2008 recession as an integrator, and many of today’s challenges echo what we experienced then: lean staffing, tighter margins and customers demanding proof of long-term value. What’s different now is the range of technology and management strategies available to help integrators deliver quality outcomes even when resources are stretched thin.
How AV Integrators Can Lean Into The Team
The first rule of working with a leaner team is simple: know your people. When resources are stretched, it’s tempting to declare that everyone has to pitch in on whatever task needs doing. Counterintuitively, that approach often creates waste and inefficiency. Yes, smaller headcounts mean responsibilities shift. The key is aligning those shifts with each team member’s strengths.
I’ve seen talented engineers with little sales instinct struggle through conversations that extended sales cycles and stalled projects. I also saw colleagues burn out when their days filled with sales calls or project management duties they didn’t enjoy or understand. Those mismatches left us even more short-staffed.
On the other hand, I saw installers with a knack for connecting with clients transition smoothly into sales roles, and teammates who thrived under pressure expand their skill sets in ways that strengthened the entire business. The difference wasn’t just in skill; it was in how managers matched people’s natural talents with the right opportunities.
In a downturn, everyone has to stretch to help the business survive. But the smart move isn’t simply pushing people harder: It’s guiding them to push in a sustainable direction, one that leverages their strengths, builds confidence and ultimately, helps the business grow.
How Lean Projects Help in Designing for Simplicity
Lean AV projects demand that integrators rethink system design. Overly complex solutions multiply points of failure, increase training requirements, and expand the long-term service burden — none of which a small team can afford. But that doesn’t mean under-designing. It means designing smart. Below are some examples on how integrators can design better with lean AV projects:
- Standardization on reliable components: Rather than designing each room from scratch, establish a solid baseline design built on dependable, feature-rich components. A device that can handle multiple functions may cost a little more upfront than a single-task alternative, but it pays off by saving time in design, streamlining ordering and inventory, and reducing onsite labor because you know it will work every time. From there, integrators can iterate — adding or removing elements as needed — without reinventing the wheel for every project.
- Converged cabling: Leveraging HDMI ARC and eARC, as well as HDBaseT, can reduce cable counts and simplify signal flow in divisible rooms, historic spaces or rental applications.
- Wireless where it makes sense: Whether Bluetooth or Wi-Fi, wireless BYOD connectivity is now a baseline expectation for conference rooms and classrooms. Standardizing on proven, user-friendly solutions streamlines the end-user experience and reduces the need for extra gear.
In my experience, integrators who invest in smart standardization upfront not only reduce installation hours but also cut down on callbacks and long-term service demands. That consistency becomes a critical advantage when teams are lean and every hour of labor counts.
Tips for Building Confidence Through Service and Support
Another lesson from 2008 that still holds true: in tight markets, customers scrutinize risk more closely. They want to know their investment is protected. For integrators, that makes strong warranty and support programs invaluable.
When you can assure a client that the equipment you specify is backed by responsive technical support and extended protection, it reduces hesitation and accelerates decisions. It also shields your business from the unpaid service disputes.
Emerging technologies are making such service agreements easier and more profitable to manage. Remote monitoring and management platforms allow integrators to support more projects with fewer truck rolls. Instead of dispatching a technician for every minor glitch, many issues can be diagnosed, and often resolved, offsite.
Ultimately, integrators can win projects not just on price or features, but on the assurance that the system will continue to deliver value for years to come. This kind of proactive service delivery is becoming a key differentiator. It not only preserves labor for higher-value tasks but also strengthens customer trust. Clients don’t just see you as the installer: They see you as a partner who ensures their system continues to work as intended.
Integrators Should Expand Strategically with Manufacturer Support
Lean times don’t mean AV integrators should play it safe and avoid new opportunities. In fact, one of the best ways to stay competitive when headcounts are tight is to be ambitious about the projects you take on — so long as you set yourself up for success.
This is where strong manufacturer partnerships make all the difference. Many vendors offer training and design services with custom project support — when you’re entering a new application area, they’ll hold your hand and make sure your project is successful. You probably already know which brands you can really count on for responsive support. Now is the time to leverage those relationships so your team can take on solutions you may not have delivered before with confidence.
I’ve seen small firms use manufacturer resources to win projects that would have seemed out of reach on paper. By leaning on a partner for system design and commissioning support, they were able to broaden their portfolio, deepen relationships with clients, and position themselves for growth when the market rebounds.
When integrators align their ambition with the right manufacturer support, they can punch above their weight, taking on complex projects, expanding into new solution areas, and doing it without overextending their team.
Looking Ahead to Lean AV Projects
Today’s lean environment is not forever. Just as the AV industry rebounded from 2008, we will rebound again. In the meantime, the firms that thrive will be those that respect their team’s talents, design with simplicity in mind and leverage emerging technologies and manufacturer relationships to stretch their team’s capacity.
This moment is tough, but it’s also an opportunity. Lean projects can push us to grow. If we embrace that challenge, we’ll not only deliver for our customers today: We’ll come out stronger when the market accelerates again.
Brandon White is director of product development, Vanco.
