BEING A SYSTEMS INTEGRATOR offering physical security, fire and integrated solutions is rewarding, but this field can be crowded and competitive. So how do you distinguish yourself, even if you are a smaller company with 1-10 workers, as dominates our readership? The answer: With services that make the customer smile. Get close to clients: Delivering the highest level of care means getting to know your client and their market, security challenges and pain points. Bringing appropriate solutions to the table goes far in creating a happier customer. As a fledgling reporter in the security industry, I visited job sites with systems integrators. These integrators learned as much as they could about each customer's specific vertical market, whether commercial, residential, critical infrastructure, education, healthcare or other. Their interactions became more than transactional-it was a close relationship. With the level of trust they gained, the integrators were quite successful delivering the right technology and keeping the customer on the books.
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