What Makes a Good Integrator?

Professionalism and teamwork are key to successful projects

As security consultants, we are tasked with everything from creating a security program to recommending an integrator with whom clients can form a good relationship for all their security equipment needs.

This article is written specifically from the viewpoint of how to suggest a good integrator. Security consultants must ask themselves this basic question:

“Is this integrator going to perform professionally?” In this case, professionally means quite a few things. It breaks down the integrator’s competency into several key parts:

  • Can the integrator appreciate the consultant’s role, work as a team member to execute this project efficiently and be ready for the next one?
  • Can the integrator keep the scope, schedule and budget in focus?
  • Can the integrator communicate appropriately with the client?
  • At the end of the job, what will the client tell me about this integrator?

I have gathered these criteria from two sources: My 22 years in the industry, and direct experience working with good and bad integrators. I was an integrator for 12 years before becoming a consultant 10 years ago. When all of the above questions were answered with a yes and the last one with a thank you, my experience with the integrator was good. My experiences with bad integrators went like this: They couldn’t keep a schedule to save their lives; they couldn’t perform the work without whining about having to do each task or about having a consultant design the installation differently than they would have done it, regardless of the enhancement to the system’s serviceability; and they completely down-talked and badmouthed the consultant to the client as an unnecessary role.

Only one of these bad experiences resulted in a client discontinuing the use of the consultant (though the client later realized the specific, necessary role of the consultant), while all the other times the client did not want to use the integrator either to finish the project or for any future work in the agency/organization.

There are three mandatory roles in a security installation project: The consultant has to design the system or the criteria appropriately to the client’s needs, calling out specific security equipment and installation methodologies. The manufacturer must provide a support role to the integrator in a presales, during-sales and during-project process.

The integrator must install the security system(s) as designed in a neat, clean, trouble-free atmosphere, remembering that the key phrase to a successful project is smooth and easy.

If unforeseen problems arise warranting change orders, then put the information forth as soon as possible with a cause-and-effect statement. This makes any transition smooth and easy. If problems arise and something goes wrong (damage to a facility, complaints from client staff), own it -- and bring it to the consultant and client as soon as possible, explaining what happened and the remedy you took. The examples could go on and on, but you should get the point by these few.

It is easy to perform a project as an integrator working with a consultant from the client side if you can answer positively to all of the bullet points above and if you handle things with a smooth and easy approach throughout the project.

This article originally appeared in the March 2011 issue of Security Today.

About the Author

Charlie Howell is an independent security consultant in Northern California.

Featured

  • Security Today Announces The Govies Government Security Award Winners for 2025

    Security Today is pleased to announce the 2025 winners in The Govies Government Security Awards. The awards honor outstanding government security products in a variety of categories. Read Now

  • Survey: 60 Percent of Organizations Using AI in IT Infrastructure

    Netwrix, a cybersecurity provider focused on data and identity threats, today announced the release of its annual global 2025 Cybersecurity Trends Report based on a global survey of 2,150 IT and security professionals from 121 countries. It reveals that 60% of organizations are already using artificial intelligence (AI) in their IT infrastructure and 30% are considering implementing AI. Read Now

  • New Research Reveals Global Video Surveillance Industry Perspectives on AI

    Axis Communications, the global industry leader in video surveillance, has released its latest research report, ‘The State of AI in Video Surveillance,’ which explores global industry perspectives on the use of AI in the security industry and beyond. The report reveals current attitudes on AI technologies thanks to in-depth interviews with AI experts from Axis’ global network and a comprehensive survey of more than 5,800 respondents, including distributors, channel partners, and end customers across 68 countries. The resulting insights cover AI integration and the opportunities and challenges that exist with regard to security, safety, business intelligence, and operational efficiency. Read Now

  • SIA Urges Tariff Relief for Security Industry Products

    Today, the Security Industry Association has sent a letter to U.S. Trade Representative Jamieson Greer and U.S. Secretary of Commerce Howard Lutnick requesting relief from tariffs for security industry products and asking that the Trump administration formulate a process that allows companies to apply for product-specific exemptions. The security industry is an important segment of the U.S. economy, contributing over $430 billion in total economic impact and supporting over 2.1 million jobs. Read Now

  • Report Shows Cybercriminals Continue Pivot to Stealthier Tactics

    IBM recently released the 2025 X-Force Threat Intelligence Index highlighting that cybercriminals continued to pivot to stealthier tactics, with lower-profile credential theft spiking, while ransomware attacks on enterprises declined. IBM X-Force observed an 84% increase in emails delivering infostealers in 2024 compared to the prior year, a method threat actors relied heavily on to scale identity attacks. Read Now

New Products

  • Connect ONE’s powerful cloud-hosted management platform provides the means to tailor lockdowns and emergency mass notifications throughout a facility – while simultaneously alerting occupants to hazards or next steps, like evacuation.

    Connect ONE®

    Connect ONE’s powerful cloud-hosted management platform provides the means to tailor lockdowns and emergency mass notifications throughout a facility – while simultaneously alerting occupants to hazards or next steps, like evacuation.

  • AC Nio

    AC Nio

    Aiphone, a leading international manufacturer of intercom, access control, and emergency communication products, has introduced the AC Nio, its access control management software, an important addition to its new line of access control solutions.

  • Hanwha QNO-7012R

    Hanwha QNO-7012R

    The Q Series cameras are equipped with an Open Platform chipset for easy and seamless integration with third-party systems and solutions, and analog video output (CVBS) support for easy camera positioning during installation. A suite of on-board intelligent video analytics covers tampering, directional/virtual line detection, defocus detection, enter/exit, and motion detection.