Disqus - Latest Comments for masilva

Re: Intrusion Proof Glass Examined

Michael A. Silva — Thu, 27 Dec 2012 16:29:23 -0000

This is a great article!

I have had very bad experiences with shear mounted mag locks and strongly recommend that my clients avoid using them. Architects love them for their appearance but I have have found them to be very unreliable unless the door aligns perfectly. I have also had clients complain about the noise that the lock makes when the armature is pulled toward the magnetic when the door closes - very noticable in places like building lobbies.

I have had several projects where shear locks were installed at the architect's insistance but were soon replaced with frame mounted locks once the owner started experiencing problems.

See http://silvaconsultants.com...

(People always ask: "why are there two sets of locks on the doors?)

Re: Drafting for Surveillance

Michael A. Silva — Tue, 25 Sep 2012 19:10:02 -0000

The basic version of Revit is around $6,000. I personally know of 3 or 4 security consulting firms that are already using Revit for drawing production, a few others have bought the software to play with but have not yet fully implemented. Don't know the answer to adaption rate in relationship to firm's revenue.

Again, this will really be driven by the clients and architects: if they have standardized on a version of BIM such as Revit, then they will expect all players on the design team (including security) to use it also.

One of my long-time consulting collegues, John Strauchs, wrote a short article on the use of BIM for security design: http://www.securityinfowatc...

Re: Drafting for Surveillance

Michael A. Silva — Tue, 25 Sep 2012 17:27:27 -0000

In the specifications I write, the use of AutoCAD by the integrator is mandatory for producing shop drawings and project record ("as-built") drawings.

These days most large new construction projects are coordinated by having all parties regularly submit updated drawings to a central website. While some of the alternative drawing programs can import and export basic AutoCAD drawings, advanced features are not supported and much information gets lost during the translation. In previous years, I didn't want to spend the money for AutoCAD and tried numerous lower-cost CAD programs. I finally got tired of fighting the compatibility problems and standardized on AutoCAD.

Many architects, engineers and security consultants are moving to BIM software such as Revit. This is even more expensive and complicated than regular AutoCAD but will probably become the new standard for most new design/construction projects. (It is already a requirement on some federal government projects.)

Re: How Far Can a PTZ See? (2012)

Michael A. Silva — Sun, 23 Sep 2012 11:26:28 -0000

Another great article.

Two other factors to consider when planning to use a PTZ camera to view great distances are stability of the mounting platform, and precision of the PTZ drive mechanism.

When viewing at long distances, just a fraction of a degree of movement of the camera can cause big changes in the scene being viewed. Cameras mounted on metal poles typically move too much during windy conditions to allow them to reliably view scenes at very long distances.

Also, many PTZ drives lack the mechanical precision to allow them to control what is being viewed at extreme distances. Just the slightest tap of the joystick can move the image hundreds of feet right or left or up or down. Experienced operators will eventually develop techniques that allow them to manage this but it is still a major problem.

Re: Stopping End Users from Shopping Quotes

Michael A. Silva — Wed, 29 Aug 2012 23:06:31 -0000

I'm not sure what I'd do different next time; probably not give out the names of my competitors when asked, at least make them work a little bit to find them.

One thing I generally never do is lower my price. Call me superstitious, but every time I have been negotiated down on price the project has gone poorly. Lowering your price sets a precedent and will probably only be the first in a long series of concessions that the client will expect you to make.

When I started in this business at age 14, one of my early mentors told me "good customers are good in every way (won't haggle on price, will pay you promptly, appreciate your work, etc.) while bad customers are bad in every way (nickel and dime you on price, don't pay on time, are constantly complaining etc.) After more than 40 years in the business, I have determined that this was some of the wisest advice I have ever received.

Re: Stopping End Users from Shopping Quotes

Michael A. Silva — Wed, 29 Aug 2012 15:36:43 -0000

I think that there is a big difference in doing enough of a layout in order to produce a quote, and in preparing a fully-developed set of design documents. Integrators need to draw a line between what constitutes preparing a "proposal" and what constitutes providing "design consulting" services. While it probably makes sense to do the former for free or little charge, doing the latter for free is just plain foolish in my opinion.

If it's any consolation, this happens to consultants too. I submitted a proposal for design services recently, and after a few days, the client called to say that he had to get two other bids and would I please give him the names of two of my competitors, which I reluctantly did. He then took the scope of work out of my proposal verbatim and sent it to the other two consultants.

A few weeks later, the client called to say that my fee was the highest of the three, and asked if I would like to lower my price to match. I respectfully declined, and the job was awarded to one of the other firms. I learned something here, I'm just not sure what…J

Re: City Surveillance Concerns

Michael A. Silva — Mon, 06 Aug 2012 11:11:10 -0000

Don't forget about the need to provide employees to monitor, administer and manage the surveillance system. Most government agencies are severely understaffed and its rare that they can take on more duties without adding people. A system of any size can easily require the addition of 2 or more FTEs, and one-time grants almost never cover these types of ongoing staffing costs.

Re: ROI For Video Surveillance Made Easy

Michael A. Silva — Thu, 26 Jul 2012 10:25:20 -0000

It's rare that you can make a compelling case for the ROI on security and surveillance equipment from a pure risk mitigation standpoint. Many of the risks that the end-user is trying to mitigate are low frequency/high impact loss events which are difficult to quantify both from a likelihood of occurrence and cost standpoint (just how much is a sexual assault against an employee occurring in the parking lot worth, anyhow?). It's also tough to say positively that the preventive measure (e.g. cameras) will prevent the criminal act from occurring or reduce the amount of liability incurred as a result of the act. There are a few situations where an ROI case can be made because the level of theft or loss is predictable and the costs are easy to quantify, but in my experience, these are the exception rather than the rule.
In my opinion, security and surveillance systems should be thought of more like an insurance policy than as a capital investment. Does the CEO really expect to see a positive ROI on his insurance premiums?
The best cases for ROI in security are usually made by showing that using one type of security measure (such as video surveillance) will cost less than using another type of security measure (such as guards). For example, if you can show that using video surveillance will allow you to reduce the number of security guards that you have on site, you can usually make the case that the savings in manpower costs will quickly pay for the investment in video equipment.
In years past, there were many opportunities to reduce manpower costs through the use of technology and it was fairly easy to make ROI cases for security system purchases. These days, most of this "low-hanging fruit" is gone. Most companies today operate with a very lean security staff that cannot be cut further without jeopardizing the operation.

Re: ROI For Video Surveillance Made Easy

Michael A. Silva — Thu, 26 Jul 2012 10:23:06 -0000

Re: Introduction to Panic Alarms

Michael A. Silva — Wed, 13 Jun 2012 02:32:03 -0000

That should work fine.

Re: Don't Get Fooled by These Demo Tricks

Michael A. Silva — Mon, 11 Jun 2012 21:27:14 -0000

Great information. For IP cameras, I also like to interrupt and restore the power to the camera to see how long it takes the camera to automatically reestablish connection to the VMS or NVR. I have been surprised at the number of times where manual intervention was required to restore the connection.

For software products (VMS, analytics, etc), I always ask the vendor to show me the "online help" function. It's amazing how poor this feature is, even on some very expensive systems.

I have found that there is a direct correlation between the quality of the online help feature and the overall usability of the system. If the manufacturer gets this right, the product is usually pretty solid. If the online help is bad, then the product has probably been rushed out the door and you can probably expect to see other problems.

Re: Integrators Don't Know What They Are Doing

Michael A. Silva — Tue, 05 Jun 2012 01:19:22 -0000

I think that one of the challenges that integrators face is the wide variety of different
products that their technicians must work with. Almost every company does video, access control and alarm systems. Many also do security intercom systems, paging systems, electronic article surveillance systems, and fire alarm systems.

Combine this with the fact that most integrators sell multiple brands in each category, and
that their base of installed systems may span a period of ten years or more, it's no wonder that technicians can't be an expert in every product.

My clients often ask me "why can't I get the same level of service on my security system
equipment as I do on my copy machines?" (4-hour service response, tech has all replacement parts needed on truck, can supply loaner equipment, etc.). I try to explain that while the Canon Copier technician probably has less than a dozen varieties of machines that he has to support, the security technician probably has at least 50 different types of systems that he has to provide
service for, some of which he may have only seen once or twice in his life.

One of my clients called me recently to complain about the service she was getting on her "old" (2008) digital video recorder. She said that her first clue that there might be a problem was when upon the security technician's arrival, he asked her "Do you know to turn this thing on?".

Re: VMS Annual License Fees - Love 'Em or Hate 'Em?

Michael A. Silva — Mon, 14 May 2012 19:10:57 -0000

Most of the end-users that I deal with are facilities or security people who generally have no concept of ongoing software maintenance fees. These folks often scrape together just enough money for the initial purchase of the system and are blindsided when they find out about ongoing support costs.

Too often, when I do an assessment, I find that the VMS and other security software is at least several versions out of date and no longer supported by the manufacturer.

I think that, for fear of losing a sale, some integrators avoid mentioning or deliberately downplay the importance of ongoing support when they first sell the system. As a consultant, I always make my clients aware of support and maintenance costs, and often suggest that they *not* buy a system unless they can also afford the ongoing costs of maintaining the system.

Re: Effective End User Training

Michael A. Silva — Thu, 26 Apr 2012 18:12:58 -0000

Great article. The only other points I would add are:

- Installers/technicians do not always make good trainers. Many highly technical people quickly get impatient with others who do not grasp things as quickly as they do. Make sure that the person doing the training has good communications skills, can explain technical things in a simple way to non- technical people, and has lots of patience.

- I have found it very beneficial to conduct user training in two parts: a initial session to get users started with the system when it is first installed; and a second session 30 to 45 days later after the user has gained some experience with the system and is ready to learn some more advanced features.

- Training sessions should be "hands-on". Each person being trained should get his or her own time in front of the system and be allowed to actually practice the operations being taught. Training sessions where the trainer does all the work and the student just watches are of very little value.

Re: Selecting the Right Type of Electric Lock

Michael A. Silva — Thu, 15 Mar 2012 16:07:55 -0000

Brian,

Your article provides some useful information but is nowhere near complete. You have completely missed two major categories of electric locking hardware, namely electrified locks (cylindrical or mortise) and electrified exit devices (latch retraction or electrically operated trim).

A good guide that explains the basics of electric hardware can be found at: http://www.securitron.com/O...

Another interesting site that covers lock hardware and related code issues is: http://idighardware.com/

Both of these are written/hosted by manufacturers so opinions about specific brands of products should be considered accordingly.

Keep up the good work!

Re: NFC For Access Control

Michael A. Silva — Sat, 10 Mar 2012 15:24:57 -0000

It's on the front page of the March website issue, under the "Technofile" heading, titled "Dial "O" for an Open Door" by John Wagley.

Re: NFC For Access Control

Michael A. Silva — Sat, 10 Mar 2012 10:47:56 -0000

This month's Security Management magazine has an article that expands upon the Arizona State University NFC pilot project. It paints a slightly less flattering picture than the HID video does and echos many of the concerns expressed in Brian's original piece.

Re: Understanding the RFP Process

Michael A. Silva — Mon, 27 Feb 2012 12:47:09 -0000

Nicely written article.

The pre-bid meeting is also a great place to learn who your potential competitors are, and to observe interactions between people. If one of your competitors seems to be on a first name basis with all of the customer's people, this should tell you something.

Re: Introduction to Panic Alarms

Michael A. Silva — Tue, 14 Feb 2012 08:58:19 -0000

What is the manufacturer and model number of the panic button itself? If you don't know, can you send me a picture?

Once I get this info, I may be able to tell you how to reset it.

Re: The Axis Corruption Cruise Returns

Michael A. Silva — Fri, 13 Jan 2012 13:21:15 -0000

John, great to see this discussion continued.

One counterargument frequently made is that the manufacturer (Axis, in this case) is simply compensating the consultant for his or her time in providing expert product development advice to the manufacturer. The thinking goes as follows:

1) consultants are in a unique position to know about unmet customer needs; 2) consultants have their finger on the pulse of the industry and know about what other manufacturers are doing; 3) this information is valuable and worth paying for; 4) consultants normally charge $150-$300 per hour for their time; 5) paying $1500 to get three days of the consultant's time is a bargain compared to what it would cost to get this product development advice in other ways.

Just for the record, I don't personally support this argument, but have often heard it used by consultants when justifying attendance at paid manufacturer events.

Re: Testing Wide Vs Narrow Camera FoV

Michael A. Silva — Tue, 29 Nov 2011 08:53:23 -0000

John, great article. This emphasizes something I have been preaching for years; you can see a lot of area, or see a lot of detail, but not both.

More than once in my career, I have had to explain to a client why multiple cameras were needed to cover something like a parking lot and the client's response would be: "why can't we just use one camera with a wide-angle zoom lens" :)

Re: Axis to Enter Access Control Market

Michael A. Silva — Thu, 10 Nov 2011 00:04:12 -0000

When Axis started selling IP cameras in the late 90's, almost everybody in the security industry blew them off, thinking that they had no chance whatsoever in competing with the leaders at the time (RCA/Phillips, Pelco, A/D, Vicon, etc.) Axis ignored this criticism and started selling quietly through IT channels, gradually building market share. By the time the security industry discovered that IP was not just a novelty, but the wave of the future, Axis was well-entrenched in the video surveillance market. The old timers were left shaking their heads wondering what happened.

I'm not sure that they can do the same with access control, but I sure wouldn't write them off prematurely. I suspect that, like with video, they will probably make their biggest initial inroads with IT rather than security buyers.

Re: Megapixel vs VSaaS

Michael A. Silva — Tue, 18 Oct 2011 12:11:30 -0000

There are some end-users who want to purchase a service rather than a system. They want the benefits of a video surveillance system, but don't want to have to deal with hardware, configuration, back-up, software upgrades, and extensive user training. If there is a security incident, they just want the ability to quickly and easily pull-up a recorded video clip. That's it.

Typically, these clients are not large enough to have a security department and the security function is managed by someone like a facility manager. This person is overworked and doesn't want to fool with yet other system in his building. In my opinion, it's these clients that are the best candidates for VSaaS.

I once did an assessment for a major law firm that had offices in many cities. They were using a managed access control system service (similar to VSaaS), paying a substantial monthly fee for each card reader controlled door. I did an analysis that showed that they could buy their own system and pay for it within less than six months, reaping considerable savings thereafter. I presented my recommendation to the client (thinking I would be a hero) and was nearly thrown out of the room. The client loved the fact that the provider completely managed the system for them and had no intention of changing, regardless of how much money they could save.

While end-users like this are probably in the minority, I suspect that there are enough of them out there to provide a healthy market for VSaaS providers that are reasonably priced and truly understand the client's motivation in buying their services.

Re: Owning the End User

Michael A. Silva — Thu, 15 Sep 2011 12:43:27 -0000

This issue is one of the main reasons that end users bring in an independent security consultant when making a major purchase or upgrade. A good security consultant should know (or be able to discover with a little research) the range of product options suitable for the client's application. The consultant can help the client to review integrator proposals to determine if appropriate solutions are being offered, and hopefully, smoke out any inconsistencies or misrepresentations.

Consultants are not perfect, but are one tool that end users can use to offset the upper hand held by integrators and manufacturers. In some cases, the end user will choose to go with what is proposed by an integrator against the advice of the consultant, but has still benefited from the evaluation process and debate.

Re: How to Specify a Preferred IP Camera

Michael A. Silva — Fri, 12 Aug 2011 14:57:19 -0000

John,

You are asking the integrator to deliver a result rather than a product. While as a consultant (and advocate for the end-user) I love this concept, I feel it places too much burden on the contractor/integrator, particularly on new construction projects.

For example, when bidding a new construction project where nothing but bid drawings are available, how is the integrator supposed to know what conditions (lighting, sunlight behind the scene, obstructions, reflectance, etc.) will exist at each camera location? Possibly, the integrator could determine these conditions by carefully studying the entire drawing set (architectural sections, elevations, ceiling plans, lighting plans, landscaping plans, etc.), but this takes tons of time and must be done for each and every camera location.

Performing this type of design exercise is what good consultants are paid to do, but can the integrator afford invest this kind of time just to submit a bid that he may or may not win? Probably not, so is it fair to ask him to contractually commit to something he isn't sure he can deliver? How is he expected to price a job like this?

How about situations where it is plain not possible to get a good quality image, regardless of camera type? In real-world applications, there are plenty of situations where the owner must accept a compromise in camera image quality due to site or building design constraints. Is it fair to make the integrator responsible for delivering something that cannot be achieved, particularly when this may not be known until after the building construction has been completed?

In my opinion, good RFP/bid documents should describe the scope of work in such a way that the integrator can submit a bid without having to perform an elaborate design exercise first. Project risks should be calculable and fairly divided between the owner, integrator, and consultant (if applicable). Trying to place all risks on the integrator is tempting but can result in projects that are "unbiddable" or that drive away all but the least competent of the integrators.