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11 min read

Is it Hot in Here? Understanding Heating During Shoulder Months

By Phil Zito on Jul 26, 2022 5:00:00 AM

Hey folks, Phil Zito here and welcome back. In this post, we are going to be talking about understanding heating during shoulder months.

Topics: Building Automation System smartbuildings bas projects services heating shoulder months
11 min read

The Biggest Barriers to Project Success and How to Overcome Them

By Phil Zito on Jul 21, 2022 5:00:00 AM

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.

Topics: Building Automation System smartbuildings service bas projects services initiation phase execution phase closeout phase barriers
19 min read

How to Secure Your BAS - Part 3

By Phil Zito on Jul 19, 2022 5:00:00 AM

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.

Topics: Building Automation System cyber security smartbuildings cybersecurity service bas projects services
14 min read

How to Secure Your BAS - Part 2

By Phil Zito on Jul 14, 2022 5:00:00 AM

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.

Topics: Building Automation System cyber security smartbuildings cybersecurity service bas projects services
15 min read

How to Secure Your BAS - Part 1

By Phil Zito on Jul 12, 2022 5:00:00 AM

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.

Topics: Building Automation System cyber security smartbuildings cybersecurity service bas projects services PI Loops
14 min read

Cruise Control to Setpoint – A Model for Understanding PID Loops

By Phil Zito on Jul 7, 2022 5:00:00 AM

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.

Topics: Building Automation System smartbuildings PID Loops service bas projects services setpoint PI Loops
12 min read

Making Sense of Electrical Concepts Without Becoming an Electrician

By Phil Zito on Jul 5, 2022 5:00:00 AM

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.

Topics: Building Automation System smartbuildings service bas projects services electrical
14 min read

Hitting a Wall? How to Use Targeted Selling to Get in the Door

By Phil Zito on Jun 23, 2022 5:00:00 AM

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.

Topics: Building Automation System Sales smartbuildings service bas projects questions services blockers targeted selling influencers buyers
14 min read

Is Capital Planning the Ultimate Path to Sales Success?

By Phil Zito on Jun 16, 2022 5:00:00 AM

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.

Topics: Building Automation System smartbuildings service scope bas projects questions selling services capital planning
16 min read

How to Scope and Price Service Work

By Phil Zito on Jun 15, 2022 5:00:00 AM

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.

Topics: Building Automation System smartbuildings graphics service scope bas projects questions retrofit selling services