How can a church find the right business relationship to help them fulfill their mission and make their vision a reality? Choosing the right consultant or integrator to help meet your church's technology needs is a daunting task. There are a great many options: from consultants of differing types, to design/build integrators that work the whole process, to installation-only firms. It is difficult to know which approach best fits your church.
The single most important thing is for a church to start with a solid understanding of who they are as a church. A good integrator or consultant will build from that foundation, beginning with an exhibition of their listening skills, and following through with a long-term, mutually beneficial relationship. The qualities that make for a profitable business do not necessarily make a company the right fit for your church. Here are a few areas for consideration when looking for a consultant or integrator.
Reputation
The reputation of the consultant or integrator will tell you a great deal about the way they conduct business. If church references are not provided on the company's website, then ask for them. No church references whatsoever means one of three things: 1) the company may be new (every company/individual was new in the industry at some point, however caution should be used with new companies and individuals), 2) they do not have expertise or experience working with churches, or 3) they do not have any satisfied church customers who they want you to talk to. For healthy businesses that have been around at least a couple of years, references will abound. Once you connect with a reference, ask detailed questions based on what is to follow:
Ability/Willingness to Listen
The worst type of integrator/consultant is the one who already knows what you need before they know who you are as a church. Every single church situation is different. Making good decisions regarding equipment purchases and installations requires an intimate knowledge of the church's mission and vision, as well as the dynamics which characterize its life. The technical aspects are only part of the equation. For example, while the practice of offering a church three versions of a project (usually labeled good, better, and best with increasing cost as the quality improves) is not necessarily bad, it can be a sign that the church's budget considerations are not truly being incorporated into the design process. The right consultant or integrator will seek to truly understand the budget, technical, aesthetic, and personnel needs of a church as well the theological emphases and vision, and incorporate this understanding into the long-term planning and the projects that will result from it. Ultimately, the long-term needs of your church are paramount, and they need to be understood clearly by the person designing and pricing systems.
Expertise
Regarding the level of expertise that a consultant or integration firm brings to the business relationship, the biggest factor is not necessarily what they know, but their willingness and ability to bring the appropriate expertise. No-one knows all there is to know about everything; even within the context of church technology. The best case scenario might be one in which the consultant or integrator who understands the needs and thinking of your church, can bring in experts to fill the gaps in their knowledge as needed (acoustics, and structural and electrical engineering are three big areas where the vast majority in the industry are not experts). Be aware of those companies who either claim to know it all (especially when dealing with extremely difficult spaces) or who don't seem to be building the need for outside expertise into their planning and pricing.
Brand Neutrality and Industry Knowledge
No single manufacturer makes the perfect product for every need in a project. A good consultant or integrator will recommend what is best for your churches needs, not for their sales quotas or dealer relationships. This requires the kind of neutrality that consultants typically excel at, as they do not stand to make any profit from the sale of the gear. Some design/build integrators have dealerships with a healthy diversity of manufacturers, and do a good job of focusing on the needs of their clients and selecting the right products to meet those needs. Others tend to go with the same brand, maybe even the same few products for every project – regardless of the needs of the client. Asking detailed questions of references (even asking for a project gear list) can be super helpful here. Additionally, knowledge of the products available (or soon-to-be available) in the marketplace is essential for any system designer. Technology is changing rapidly, and the ability to meet the needs of churches of all types requires time investment in keeping up with what is out their.
Customer Service/Long-Term Mentality
Without doubt, this is the most important quality to look for. A company that cares about their long-term relationship with you will give their best to any project they work on. A company that you have worked with for a long time already knows your church and what makes it unique, making it easier for them to help you work out and fulfill your vision for technology within the life of your church. When the inevitable system “issues” arise, they will be there to help and already know the basics of your systems. They will get to know the people who operate the gear each week through ongoing training and orientation sessions, facilitating growth for your team. The only ways to evaluate how a consultant/integrator will perform in this regard are to 1) ask references (Do they have long-term relationships with these churches? What is service like after the sale? 2) analyze their business model (What provisions do they make for customer service and contact?) and 3) observe the questions they ask (Are they thinking long-term?)
While there are many different types of businesses that will help your church with technology systems, the right consultant or integrator listens to your church's needs, thinks long-term, and recognizes that their business success is based upon the degree to which they help you facilitate your vision.
