Choose Your Integrator Wisely

Large CCTV Systems Need Large Integrators
Some integrators, particularly the large ones, subcontract out the work. There isn’t necessarily anything wrong with this approach, especially if union electricians are required by law. “The only consideration is, what are you going to do to support the system once the integrator is gone?” says Robert Grossman, president of R. Grossman and Associates. “If campus officials feel they need someone with more support, then they are better off picking someone local versus someone who is just using local labor.”

He adds that most campuses shouldn’t have difficulty finding competent local integrators that have done large access control systems or 50-100 camera installations. Large CCTV systems, however, are a challenge. “If it is a campus-wide project with a couple thousand cameras, unless you are in a major market, you’re not going to find a local integrator with that kind of experience,” Grossman says.

On some larger projects, he will split the RFP in two and let one integrator bid on access control and one on CCTV. “I don’t want to preclude a good local access control guy because he can’t handle the CCTV side.”

Local support is particularly critical to Tony Potter, who is the director of public safety for Novant Health. “One of the reasons why we do business with our integrator is that it is here,” he says. “If something goes down at 3 a.m., I better have someone here at 3:30 a.m.”

References Can Help Campuses Make the Right Decision
One important advantage to a national company is that because of its size and longevity, it is more likely to be financially stable. That said, there are a multitude of independent regional integrators that have been in business for years and are very fiscally sound.

Although regional integrators sometimes have a perceived advantage over national companies in their ability to provide personalized service, many nationals have local offices that deliver the outstanding customer service campuses crave. So, whether a hospital, school, school district or university goes with a regional or national contractor often depends more on references.

Kevin O’Leary, director of security for Maine General Health always asks for these. “I also ask for a list of people who aren’t happy with them,” he adds. “If they are willing to give it, then we can figure out why. Sometimes it’s personalities; sometimes it’s distance; sometimes it just doesn’t work.”

Another option is to request the contact information of an integrator’s 10 most recent customers.

Doing some research on your own is another wise move. James Overton, Delaware State University’s police chief, checked on his campus’ current integrator’s clients, which included other universities and government agencies. He says, “Most commented on the quick response,” which was exactly what he wanted.

Don’t Be Afraid to Shop Around for Contractors
Although Potter is a big fan of his sole source integrator, he is not at all opposed to interviewing other electronic security contractors. “We talk to other integrators a lot,” he says. “We make sure our integrator knows we are always looking at its competitors. It keeps them honest.”

One way to manage prospective integrators and their proposals is to have an in-house physical security manager who is responsible for crunching numbers and reviewing contracts. Although some campuses can’t afford to hire someone for these tasks, Potter is a firm believer in the position. “He is worth his weight in gold.”

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