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

  • Empowering and Securing a Mobile Workforce

    What happens when technology lets you work anywhere – but exposes you to security threats everywhere? This is the reality of modern work. No longer tethered to desks, work happens everywhere – in the office, from home, on the road, and in countless locations in between. Read Now

  • TSA Introduces New $45 Fee Option for Travelers Without REAL ID Starting February 1

    The Transportation Security Administration (TSA) announced today that it will refer all passengers who do not present an acceptable form of ID and still want to fly an option to pay a $45 fee to use a modernized alternative identity verification system, TSA Confirm.ID, to establish identity at security checkpoints beginning on February 1, 2026. Read Now

  • The Evolution of IP Camera Intelligence

    As the 30th anniversary of the IP camera approaches in 2026, it is worth reflecting on how far we have come. The first network camera, launched in 1996, delivered one frame every 17 seconds—not impressive by today’s standards, but groundbreaking at the time. It did something that no analog system could: transmit video over a standard IP network. Read Now

  • From Surveillance to Intelligence

    Years ago, it would have been significantly more expensive to run an analytic like that — requiring a custom-built solution with burdensome infrastructure demands — but modern edge devices have made it accessible to everyone. It also saves time, which is a critical factor if a missing child is involved. Video compression technology has played a critical role as well. Over the years, significant advancements have been made in video coding standards — including H.263, MPEG formats, and H.264—alongside compression optimization technologies developed by IP video manufacturers to improve efficiency without sacrificing quality. The open-source AV1 codec developed by the Alliance for Open Media—a consortium including Google, Netflix, Microsoft, Amazon and others — is already the preferred decoder for cloud-based applications, and is quickly becoming the standard for video compression of all types. Read Now

  • Cost: Reactive vs. Proactive Security

    Security breaches often happen despite the availability of tools to prevent them. To combat this problem, the industry is shifting from reactive correction to proactive protection. This article will examine why so many security leaders have realized they must “lead before the breach” – not after. Read Now

Most   Popular

New Products

  • PE80 Series

    PE80 Series by SARGENT / ED4000/PED5000 Series by Corbin Russwin

    ASSA ABLOY, a global leader in access solutions, has announced the launch of two next generation exit devices from long-standing leaders in the premium exit device market: the PE80 Series by SARGENT and the PED4000/PED5000 Series by Corbin Russwin. These new exit devices boast industry-first features that are specifically designed to provide enhanced safety, security and convenience, setting new standards for exit solutions. The SARGENT PE80 and Corbin Russwin PED4000/PED5000 Series exit devices are engineered to meet the ever-evolving needs of modern buildings. Featuring the high strength, security and durability that ASSA ABLOY is known for, the new exit devices deliver several innovative, industry-first features in addition to elegant design finishes for every opening.

  • 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.

  • 4K Video Decoder

    3xLOGIC’s VH-DECODER-4K is perfect for use in organizations of all sizes in diverse vertical sectors such as retail, leisure and hospitality, education and commercial premises.