ALC - s360

Like it or not, integrators are in the business of selling labor.

There came a point in my 40+ year professional sales career when I stopped whining about how “I can’t sell labor for that” due to burdened internal costs. This happened once I understood the need to create a response to the dreaded customer objection,

What are the best estimating methodologies?

In Part I of this series, we looked at the myth of the perfect project estimate and discussed how assumptions and risks factor into an estimate.

If the 9th Annual Integration Business Outlook  presented by CI and NSCA is any indication, integrators will be focused on increasing profitability in 2019.