June 27, 2017

Maximizing labor productivity is, perhaps, the #1 challenge and opportunity for integrators. 

As we mentioned a couple Coffees ago, monthly labor revenues are a huge contributor to top-line Gross Profit. But your GP on goods is also impacted by labor productivity – if t...

June 20, 2017

Note: this article was posted on-line at CEPro.com last Friday. In today’s coffee, we get to share how we think you might take your first steps to greater Enterprise Value (EV)

We have noted multiple times that the Custom Integration business is made up of “10,000 diffe...

June 13, 2017

One of our clients once said, “Volume is vanity. Profit is sanity.” As in, you can do all the business you want, but what’s the point if you don’t make more money?

Now, most integrators – most companies, really – can readily cite their sales volume. But far more importa...

June 7, 2017

We’ve worked with hundreds of integrators over the years. If there’s one thing we’ve learned, it’s that the urgencies of the moment tend to be the priority.

Every company has urgencies. But when urgencies are happening all the time – and especially when it’s always on t...

June 1, 2017

The Antidotes to the Ten Mistakes

  1. Labor and consumable install parts should be 2/3 of the Equipment bid on a sustainable average. That means, on a $100K bid: $60K Equipment + $30K Labor (50% of Equipment) + $10K Parts (16% of Equipment). Labor and Parts bidding are...

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Business Intelligence Is It Beyond Me?

September 29, 2016

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We have written over 340 coffees in 7 years sharing detailed insights into the CI business.
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