6 Lingering Thoughts from Integration Business Outlook Webcast

Many firms don’t understand their own numbers. As firms struggle with low hardware margins on projects, the most important piece of information they should have is their breakeven point. In other words, I can’t take a job if it’s below this point. However, Wilson says more than half of the 80-plus firms he spoke to in 2015 about that very issue had no idea and are choosing to accept projects “based more on a gut feel,” he says. “If I do nothing else for the rest of my career, I want to fix this.” AV-centric integration firms continue to undervalue their services, he said. “We have to move into the world of being an IT type company that has AV and security and all these skillsets and start valuing ourselves.”