Labor is the lifeblood of every integration business, and it is also where profit quietly slips out the door. At the upcoming D-Tools User Conference, Feb. 23–25 in Atlanta, Matt Bernath, president of consulting firm VITAL LLC, will take the stage to tackle that problem head-on with a session focused on the five biggest labor profit leaks plaguing integrators today.
Bernath has spent years helping integration companies move from gut-feel decision-making to disciplined, data-driven operations. One encouraging shift he sees is that integrators are finally recognizing the true value of their labor. As he puts it, integrators are “valuing their labor much greater than they did in the past,” and beginning to understand that labor, not hardware, is their real differentiator.
"Measure what you want to improve and don’t try to boil the ocean." -- Matt Bernath, VITAL LLC
Still, progress has been uneven. Too many businesses rely on sales volume to mask deeper operational issues. “Sales cures all” is a dangerous myth, Bernath warns. Revenue can hide inefficiencies in scheduling, project management, and billing, until growth simply creates more chaos and erodes profit even faster. His session will help attendees identify where those leaks occur and, more importantly, how to fix them with practical, repeatable processes.
Strengthen Your Financial Structure
Another common issue Bernath sees is weak financial infrastructure. Many integrators outgrow their bookkeeping and administrative practices but never upgrade them. The result is what he calls “fairly mature integration companies with immature financial practices,” leaving owners guessing about cash flow, profitability, and labor efficiency. Guessing, as Bernath makes clear, is not a strategy.
During his D-Tools session, Bernath will connect these dots directly to labor. Attendees will learn how to price with confidence, bill what they are truly worth, capture more billable hours, tighten scheduling discipline, and charge appropriately for project management and design. The goal is clarity. Clear metrics, clear expectations, and clear margins.
Bernath is a firm believer in focusing on what matters most. “Measure what you want to improve and don’t try to boil the ocean,” he says, noting that perfectionism often keeps integrators from making meaningful progress on the business side of their operations.
When profit and cash flow improve, many other challenges, from hiring to growth, tend to resolve themselves.
For integrators tired of leaking labor dollars and hoping margins will magically improve, Bernath’s message is blunt: Stop guessing, start measuring, and protect your labor margin with intention. His session promises to deliver the tools to do exactly that.
