
Every clients expects this from an ideal system integrator
Be responsive to each opportunity. We have facilitated an integrator being invited to submit a bid, only to have them not respond – at all. They should make every effort to submit a bid. If they don’t believe that it is in their interests to submit a bid, they should explain their decision. We call a second-time or non-responsive integrator only to use him for “rate comparisons”
Don’t get greedy. This is especially important if an installer believes they already have a leg up on the competition, or even a lock. We generally intervene if an installer’s bid is unrealistically high. I have never failed in getting a greedy bid disqualified or otherwise set aside. A fair profit is never a problem.
Be diligent and responsive when problems arise. During construction-period services, it is reassuring to a consulting engineer if the installing company is diligent in handling problems constructively. Whether the problem is real or merely one of perception, specifiers remember integrators who were constructive in how problems were handled. Finger-pointing and defensive postures are also remembered – negatively.
Read the specifications. One of the most common problems is that employees of installers often never bother to read the specifications, or they assume that the engineer and owner don’t mean what they say. We do mean it. An engineer’s job is to enforce specifications. Perhaps the most glaring failure is to ignore specifications that require “entirely complete” submittals that are delivered “at one time.” I don’t even bother to look at submittals that are incomplete or arrive in pieces. I send them back without review. That will eventually cost the integrator money.
Don’t back-stab. If there are problems, they can all be worked out one way or another. Accusing the consulting engineer of problems to the owner’s reps will be long remembered by the engineer. If you must criticize, do it in the open – but you better be right and that better be the only way the problem can be addressed.