In order to evaluate the needs that an AV solution will meet, the first step is to start with a comprehensive site inspection. Another slang phrase for this is a “site spec” which I will use throughout this discussion. There are a few things that I have learned throughout the years that can make this process simpler, and also lead to more comprehensive analysis of the conditions. By knowing more, you put yourself in a position to prepare the most relevant solution for the client which can give your company an edge in securing business and prevent false assumptions from eating into your profit margins.
This one is pretty simple, but needs to be said. Planning ahead can mean bringing the tools you need to record relevant information, namely a tape measure and camera (if the site will allow it) One thing that is not immediately obvious however, is to come in with a general plan of what to cover. Despite what you might think, in most cases you are not going in completely blind. If you get a chance to ask a few questions when booking the site spec, you will narrow down the type of project you will be looking at which may give you a chance to review relevant information beforehand. Having a bit of a plan of what type of system might be required allows you to prepare a few questions beforehand that might have otherwise gotten missed. Although this might not help in all situations, it always helps to come prepared.
A lot of measurements onsite can be approximated with a fair degree of accuracy for site inspection purposes. Keep in mind that detailed measurements are made available for construction projects so at the initial phase know EXACT numbers is not as critical.
- Counting Tiles: This is a handy way to approximate room size, screen width, etc. Most ceiling tiles are in a 2′ x 4′ grid and you can use this to quickly determine rough room measurements, which can be helpful for an overall feel of the size of a room (especially when relaying to others)
- Translate Door width: Not really for “site” work, but more when you get back to the office. This is handy for drawings, you can assume that a door is roughly 3′ wide and mark that distance out several times sequentially on the edge of a business card. This will let you create a rough but surprisingly accurate scale ruler.
Don’t do all the talking
Although this one steps outside of the technical into more of a sales tip, whenever you are in front of a customer you have to be aware that the sales process is underway. One powerful thing to remember about most AV installations is that they ultimately solve a problem for the customer. If you go into a project trying to force your solution you are missing the point and are probably not going to have a happy end user. Listen to what the problems are, and let the customer’s frustrations guide your solution.
I know that I haven’t even come close to covering all of the tricks for site specs. Let’s get a list going here of some of the best tricks that people use on a daily basis. To make this interesting, I will be doing a random draw out of all comment submissions to this post for a $10 iTunes gift certificate. Contest is now closed. The Contest Winner was….Andy! I have contacted him by email to redeem the prize. Thanks everyone for the participation!
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