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11
JUNE 2015
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The Canadian Business Journal
of those independent consultants, a number of
large corporations have since decided to climb
on board with the modular way of doing things.
Statements like “no brainer” are often shared with
proof that it will in fact provide a massive return
on investment and lower the cost of ownership.
It’s something the critics try to verbally shoot
down, but simply cannot dispute with any form
of tangible evidence.
Referrals
Word of mouth is always an important factor for
obtaining new business. With no direct market-
ing or sales, other than his own people, Crawley
estimates about 75% of the work PCC Group
carries through the door is based on referrals
from other companies who have been impressed
with the results provided to them. The largest
IT consulting company in Calgary is moving its
headquarters, and that particular project came to
PCC purely as a result of work they had already
been doing in the same building. Supported by
an excellent referral from the previous tenant,
the modular infrastructure is being redeployed to
meet the space planning of the new occupant.
“We know we offer the best products in
terms of being able to deliver service that will
give people an excellent return on investment
and lower the cost of ownership without having
to pay a premium for it,” Crawley says. “That’s
the starting point for most of our customers.
For us as a business, because we are using pre-
terminated, prefabricated products, the assembly
is done at the factory level and is 100% tested,
so we know we are delivering a working prod-
uct. With the conventional method, whether
it’s the cabling in the field or the audio-visual or
the sound masking, there is a high exposure to
human error and that means risk.”
The bottom line is that PCC Group is
able to reduce the required labour needed
onsite by about 75%. For example, to cable a
20,000-square foot floor of a building would
typically require four technicians for four weeks
on a conventional basis. PCC will finish the same
job in one week.
“As a team, we are much more productive
with our workforce and I can redeploy those
guys very quickly, allowing us to cut through our
projects at a great rate. We’ve typically multiple
teams of three to four techs covering projects
up to 80,00 square feet in a month each and
they are essentially kept busy all the time. We’re
in growth mode at the moment and recruiting
again,” Crawley says.
In an effort to keep everyone engaged
and excited about what they do at work, PCC
Group makes it a core objective to have all of its
employees learn and cross train on all platforms
of the business.
“As far as the technicians are concerned,
they would originally come in with whatever
particular skills they have. Because everything
we do is plug and play, our main effort is the
upfront in-house design work. We don’t just
want technicians; we encourage training to
designer, project management and programmer
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