In a project-based business like security, complex relationships come into play. The way various roles are managed can be the difference between success and failure. This special report comes from Jerry Cordasco, vice president of business development, and Kim Rahfaldt, both of InfoGraphics Systems. It has been edited by Bill Zalud, SECURITY magazine editor.
Concerning a large security system, four major players typically get involved: the end user, the dealer/integrator, a consultant and the manufacturer of the security equipment. Balancing end user objectives and budget with available technology and project schedules spark a creative environment where all players work to make a profit and give the end user a security system that meets his or her needs.