The integrator has the responsibility to dissect the client request to determine the core need. The integrator then applies subject matter expertise and designs a plan to meet the client's project requirements. In some cases, the integrator may reach out to other integrators who can provide the products or resources necessary to satisfy the client.
Inside the Integrator/ End-User Relationship How to interact with your integrator from start to ﬁnish of a project By Charles L. Baxter, PSP A lthough I take pride in my assertion strive to maintain contemporary insight on the that I can quickly respond to the latest mousetrap enabling us to do our jobs bet- physical security needs of my em- ter, the integrators have the ﬁrst-hand knowl- ployer, I had never experienced the edge and provide a project perspective that not ongoing and fast-paced environment that was all end-users possess. my six-plus years with an international IT and Like many of you, I have completed continuing business process outsourcing company. My education and training to understand the con- manager at the time, David Jarrett, coined the stant changes and enhancements in physical phrase “ready, now” and seldom did a day go security technology. I am a Certiﬁed Physical by where our entire Facility/Real Estate team did Security Professional (PSP) through ASIS Inter- not mobilize like a police swat team to address a national and network with fellow end-users to diverse set of challenges. share ideas and experiences. With experience Being the physical security and safety com- in a “ready, now” environment, I reach out to the ponent of the team, I would be called on to pull integrators whom I have successfully worked the appropriate resources from my bag of tricks with in the past. to fulﬁll the company, client and government I don’t know how you came across your physical security requirements to be imple- professional resources, but I have found mine mented with the signing of a new contract. My through organizations like ASIS or through re- bag of tricks contained security integrators who ferrals provided by a contemporary. I hold onto understand “ready, now.” the integrators that can come through in a I have been in the industry for 30 years, and pinch, understand the needs of the project and although the technology has substantially get it completed in a timely fashion and within changed, the importance of being in partnership budget. Tom Hulsey, a veteran security integra- with security integrators has not. Although we tor adds: “My best relationships with end-users SECURITY TECHNOLOGY EXECUTIVE’S EXECUTIVE GUIDE TO SYSTEM INTEGRATORS • August 2010 S5 “The integrator has the responsibility to dis- sect the client request to determine the core need. The integrator then applies subject matter expertise and designs a plan to meet the client’s project requirements. In some cases, the integrator may reach out to other integrators who can provide the products or resources necessary to satisfy the client,” Baxter writes. have come when expectations are clearly understood. tions and coordination with other entities. As an end- There is a strong commitment from both sides and ef- user who is familiar with the location, it is important that fective communication throughout the process.” you provide as much of this information as is available. Communication is a key ingredient to the succes
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