For too long, integrators have had to fight against being brought into projects as a last step or afterthought. Fortunately, Josh Christian, CEO of Home Technology Association (HTA), brought strategies and tips to help integrators turn their expertise into paid early involvement in his Tuesday morning CEDIA Expo education session, “How to Get Hired Early: How to Be Seen as an Early-Stage Design Team Member Instead of a Contractor.”
“Reframe who you are,” Christian encouraged. “Don’t say you’re the ‘AV Guy,’ and stop leaning into the stereotype when you’re talking about your services, especially to trade partners.”
Rather than lead with audio, video, and controls, Christian advised leading with lighting, shading, energy management, and wellness. “Every client is going to have technology,” he explained, “but lead off with the things they care about. That will help break out of the stereotype.”
The session focused on ways integrators could proactively establish themselves as an essential member of the design team, changing the common perception of being simply a subcontractor to being acknowledged as a vital design consultant.
“Architects and designers bring in other consultants on a project, and you deserve a seat at the table,” said Christian. “You are a consultant. When you charge for your design early, that frames you as a consultant. Consultants don’t do things for free. Consultants charge, and trade partners are used to that.”
Addressing the need for early and continued collaboration, Christian encouraged session attendees to create a mindset of reaching out and bringing designers into this conversation. “Taking the time to slow down and have that mindset makes you so valuable,” he said.
Christian also shared resources available to integrators through HTA, with two particularly helpful tools designed to reduce friction and bridge gaps earlier in the process: the Project Technology Assessment and the HTA Budget Calculator.
