As the integration market continues to grow, some may find themselves struggling with the business side. San Williams finds out how operations managers can help struggling integrators succeed.  

In many ways, running a business is like riding a rollercoaster, it’s a journey that brings ups and, at other times, many downs.

The global system integration market has been valued at approximately $540 billion in 2022 by Grand View Research, showing that there is a massive demand for custom installation. This growth could also be overwhelming for some integrators who enter the industry without the right business plan in place or management know-how.

“Integrators are all about designing and commissioning cutting-edge systems, but here’s the thing, as their businesses start to take off and grow, they quickly realise there’s a whole lot more to it than just doing what they’re passionate about,” CEDIA regional development independent consultant, Australia and New Zealand, Paul Skelton says.

“Suddenly, they’re dealing with staffing, marketing and managing different aspects of the business. It’s like they’re being pulled in a million different directions and have less time to actually focus on what they truly enjoy.”

Factors like supply chain disruptions, skills shortages and stricter regulations from regulatory bodies, like the tax office, are some of the many challenges integrators find themselves unexpectedly faced with after starting a business, and with business failures reaching a 15-year high according to the Australian Bureau of Statistics, it’s important, now more than ever, that businesses look for ways to stay above water.

Integrators are masters of their specific skills, whether it’s installing, networking, designing or programming. On the other end, managing the operations and logistics of a trade business can be a time drain and a major source of stress, with keeping up with changing technologies and regulations also being a must.

Operations managers (OMs) with a background in smart home technology and specialised knowledge can offer a range of unique benefits to the custom installation industry, which lets integrators focus on their craft, reduce stress and improve overall job satisfaction and work-life balance.

Being able to take care of a variety of business tasks, OMs can contribute to the line of work of an integrator in a variety of ways. They have the professional know-how to navigate challenges, bring expertise and focus to multiple aspects of an operation and, importantly, give the team freedom to concentrate on what they’re good at, the core technical skills, strategic decision-making and business development.

From project scheduling and coordination to managing inventory and procurement, OMs can make a world of difference as they establish clear workflows and standard procedures that help businesses run like well-oiled machines.

Paul adds: “OMs implement measures to ensure consistent quality, enforcing standards, conducting regular inspections and putting feedback mechanisms in place so businesses can continually deliver their highest quality to clients”.

Managing multiple projects can also be a juggling act for businesses, and is another area an OM comes into play, being a master of timelines, budgets and resources and making sure everything stays on track.

OMs can even benefit business owners looking to scale up. By setting up an appropriate business structure, Next Level Tradie business coach Daniel Fitzpatrick says an OM can ensure avoidable issues are identified and taken care of before becoming a hindrance to company growth.

“As your AV business grows without the right systems or an OM in place to control jobs, the small leaks and inefficiencies get bigger. Jobs that are taking too long tend to continue to multiply, leading to loss of profits,” Daniel says.

“The common story we see is where a trades business has expanded without the right structure or OM and has had to scale back as cash flow and profits start to disappear.”

An OM can support growth in a company, taking charge of the people side of matters by handling recruitment, training and performance evaluations in employment management.

Paul says OMs contribute valuably with their operational expertise, adding input into expansion strategies, diversification and long-term goals, helping the company map out a path to success through strategic planning, assessing market conditions, analysing competitors and identifying potential growth opportunities.

Integrators can also feel confident they’re kept in the loop with the latest industry trends and developments. Paul says that an OM brings market insights to the company, spotting emerging technologies, techniques and regulations that can give a business the edge: “With that industry knowledge, they help the company stay ahead of the competition, adapt to customer demands and explore new opportunities.”

Another pressure alleviated by an OM is the business relationships with vendors and suppliers, taking the lead and establishing strong connections, negotiating deals and ensuring materials and equipment are delivered on time. OMs also serve as a great extra eye for new partnerships and higher-quality suppliers, saving costs and improving service quality.

Lastly, an OM can ensure a company stays strong even when faced with adversity. Navigating through uncertainties and making informed decisions, an experienced OM is adept when it comes to adapting to the unexpected, developing contingency plans, devising response strategies and implementing agile practices.

So, where’s the best place to find an OM? And what should be kept in mind? Channels like Seek and LinkedIn are great for exploring what’s out there, but other untapped resources are encouraged for integrators who are on the search for talent highly valuable in a management role.

Paul mentions organisations supporting returned servicepeople, such as the RSL with these typically hosting individuals with a strong sense of discipline, leadership skills and problem-solving abilities.

Services specialising in placing people living with disabilities into long-term employment, such as AtWork Australia, are also included as handy options, as these not only provide valuable opportunities for individuals with disabilities but also offer pools of skilled and dedicated people who can excel in various professional roles, OM roles included.

A good process for identifying the best candidate must be in place to help determine whether a certain candidate is a good fit with the company’s culture and its other key players, according to Daniel. Including a reference check, rather than just relying on an interview, can ensure the OM will be a great problem solver and be able to get the best out of your team. He adds: “Pay extra to get the best you can. They will pay for themselves many times over”.

The integration market is expected to accelerate over the coming years. Running a business is no walk in the park, and in today’s fast-paced world, it’s never been easier to get lost in all its small, yet crucial logistics.

OMs have multiple areas of knowledge that can be seamlessly carried into an integration company, but better still, could develop in further ways down the track if more OMs are welcomed into integration businesses.

Don’t get lost in the swamp of jobs and new work without appropriate structures in place. If you’re struggling to keep on top of the day-to-day business admin, there’s a job description out there that can help.