Hey folks, Phil Zito here and welcome back. In this post, I'm going to be taking you through the biggest barriers to project success and how to overcome them. So, we're going to be diving into issues that you will commonly experience in your projects and we're going to kind of break this out into a couple different phases. We're going to talk through the project initiation phase, then we’ll talk about the execution phase, and then finally we're going to talk about the project closeout phase.

Hey folks, Phil Zito here and welcome back. In the past two posts, we've been diving very deep into how to secure your building automation system. In this post, we are going to kind of take what we've covered so far, and we're going to add a little bit of color to it. However, we're mainly going to focus in on BAS attack methods.

Hey folks, Phil Zito here and welcome back. In this post, we're going to continue discussing how to secure your building automation system and we are going to be looking at a couple different things. In the previous post, we went through fundamentals, cybersecurity, talked about a couple things related to cybersecurity risks, risk assessments, controls, etc. Now we're going to look at cybersecurity capabilities of a BAS, we are going to look at and discuss the limitations of cybersecurity controls, and we're going to look at the human aspects of cybersecurity.

Hey folks, Phil Zito here and welcome back. In this post, we are going to start a 3-part series on how to secure your building automation system. So, in this post, we are going to explore potential threats to building automation systems, how to assess risk, and common cybersecurity controls. This is mainly going to be a conceptual post and then the next two posts, we're going to get a little bit more hands-on, with the third post being very hands on. Be sure to read all 3 posts because if you skip this post, you won't understand most of the concepts. So, definitely don't skip this post.

Hey folks, Phil Zito here and welcome back. In this post, we are going to be diving into PID loops, or as I like to call them, PI loops because the reality is, we very rarely use derivative in building automation. So, by the end of this post, you will have an understanding of what PID loops are, what proportional, integral, and derivative do, why we use them, and you will have an easy way for setting them up.

Hey folks, Phil Zito here and welcome back. In this post, we are going to be shifting gears from our sales conversation that we've been having the past several posts and we are now going to be focusing in on some more technical concepts. So, this post is going to be making sense of electrical concepts without becoming an electrician.

Hey folks, Phil Zito here and welcome back. In this post, I am going to be talking about if you hit a wall, how you can use targeted selling to get in the door of your customer. Basically, how you can bypass your potential blockers, influencers, etc, and get directly targeted in on the person who's going to make the decision related to the building automation purchase.

Hey folks, Phil Zito here and welcome back. In this post, we're going to be talking about capital planning and answering the question, “Is capital planning the ultimate path to sales success?” I mean, that's a pretty leading question. So, you could probably guess to where I'm going to lead this conversation.

Hey folks, Phil Zito here and welcome back. In today's post, we're going to talk about how to scope and price service work. Specifically, we are going to be diving into plan service agreements. We're going to talk about time and materials service work and retrofits service work. So, those are the three categories of service work. If you learn how to do one, you can pretty much learn how to do the other three.

Hey folks, Phil Zito here and welcome back. In today's post, we are going to be continuing our trend of looking at selling building automation systems. We are going to be talking about how to sell more services to avoid pipeline dips. This is something that everyone should be considering, but folks tend to struggle with doing.