Author Profile
Henry Clifford

Henry Clifford

Henry Clifford is president of Livewire (, an integration firm in Richmond, VA.

  • Using Design Retainers to Close More Business

    April 24, 2017

    We just won a $60K-plus job without building a proposal. How? We didn’t sell a $60K job; we sold a complete set of drawings on a design retainer. The client is free to shop the plans around to his heart's content. Will he shop it around? Maybe, but probably not. 

  • Lessons Learned from Losing ‘The Big Job’

    April 10, 2017

    I managed to snatch defeat from the jaws of victory last week. We had a great meeting with the client and the builder told me the job would “basically fall into my lap.” Where had I gone wrong?

  • Help! My Rock Star Employee Just Put In His 2 Weeks' Notice

    March 27, 2017

    Dave had just turned in his two weeks' notice.  Dave is a rock star. The kind of employee you tell the other installers to be like. We love Dave. Thoughts raced through my mind. What had we done wrong? And how do we make Dave happy?

  • Do Your Clients Get Your Mobile Number?

    March 13, 2017

    We can all identify with the pain of having a client text us after hours. Most of us don't have the sophistication to quickly handle a client's issues via text. A lot of our frustration has less to do with getting the text after hours and more to do with our lack of scalable support. That needs to change quickly.

  • Marketing New Product Categories to Existing Clients

    February 27, 2017

    We recently added several lines of business and are focusing our efforts on marketing them to existing clients. It’s much easier to farm an existing customer base versus adding new clients.

  • 3 Strategies for Adapting to the Eroding Middle Market

    February 13, 2017

    My builder cheerfully informed me that he’d been referring our competitor into the jobs where he felt his clients wanted “just the basics.” He said, “So much of this stuff is wireless now, there’s really no need for you guys on more basic jobs.” 

  • Offering Remote Support Plans to Everyone

    January 30, 2017

    We’ve begun offering all new clients proactive and reactive support plans. Why is it so important to offer both options to all customers? Look at the insurance industry. A healthy insurance company needs a good mix of clients who make no claims, some claims, and heavy claims. By selectively offering remote support in the past we’ve ended up only signing up our heaviest users and can...

  • Learning from Employees When They Quit

    January 10, 2017

    Losing a key employee is never fun and made worse when they leave things undone and don’t cross the finish line. We decided to learn from a recent dust-up and wanted to share our experiences in the hopes we might save another business a few headaches.

  • Forget Annual Planning. Switch to the 12-Week Year

    December 12, 2016

    Have you ever begun a new year with lofty goals and ambitions only to fail at achieving any of them? Just like New Year’s resolutions, annual business goals look great on paper, but rarely go according to plan. We changed that this year and you can too.

  • Dear Builders, Why Don’t You Return Our Calls?

    November 28, 2016

    Dear Local Builder: it’s us, your local home technology professionals, we’ve been growing this year, and 2017 looks poised for even more expansion (thanks in large part to projects we have cranking with your competitors). We’ve been doing some thinking about why you won’t talk to us. A few thoughts came to mind.

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Photo GalleriesMore Galleries >
BP900 Family

The full BP900 speaker family

Full Shot

BP9060 Bipolar Tower Speaker

At the Base

A close up of the base of Definitive Technology’s BP9060 and its height-channel module

Logo Glamor

The iconic Definitive Technology logo.

From Above

Looking down at the Definitive Technology BP9060 Bipolar Tower Speaker

At Home

An example of the BP9060 speaker towers at home.


The CS9080 component center channel speaker

CS9080 2

The back panel of the CS9080

CS9080 3

A width up shot of the CS9080


The A90 component height modules

A90 Integrated

The A90 height module integrated with the BP9060 tower speaker