Meet Michael Koulis – Client Relationship Manager, Digital & AV Sales
Every successful project starts with the right relationship. That’s where Michael Koulis comes in. As Client Relationship Manager for Digital & AV Sales, Michael is focused on understanding what each customer is really trying to achieve and shaping solutions that fit their business, not just their technology. He works closely with clients from the first conversation through to delivery, making sure digital and AV systems support how their teams work, communicate, and grow.
1. What’s your approach when engaging with new clients?
My approach always starts with listening. Gaining a clear understanding of a client’s objectives, use cases, and challenges is essential before discussing technology. Once we have that full picture, we can design and recommend solutions that genuinely support their workflows – while keeping systems intuitive, reliable, and stress-free for end users.
2. What’s the biggest misconception clients have about AV and digital solutions?
One of the biggest misconceptions is that AV systems can be easily set up, commissioned, or supported internally without specialist expertise. In reality, this often leads to frustration, inefficient use of internal resources, and avoidable disruptions – usually at the exact moment the technology is needed most. Professional design, commissioning, and support ensure systems work consistently and deliver long-term value.
3. How would you summarise the value that great client engagement brings to a project?
Strong client engagement creates open, transparent communication and a truly collaborative partnership. This not only ensures better outcomes technically, but also builds confidence, enthusiasm, and trust throughout the project lifecycle – from concept through to delivery and ongoing support.
4. What’s the first thing you notice when you walk into a space with poor AV?
The potential. It’s easy to see what isn’t working, but what excites me is identifying how a space can be transformed to better support collaboration and communication. Many clients aren’t fully aware of the technology available today or how significantly it can improve their day-to-day experience – unlocking that value is where my passion lies.
5. What question do you wish more clients asked at the very start of a project?
I wish more clients asked what other organisations are doing in similar spaces and what benefits they’re seeing. Clients often have a clear vision, but being open to new ideas allows us, as specialists, to introduce proven solutions and emerging trends that they may not have considered.
6. What’s been one of the most satisfying client moments in your role so far?
Winning a project because the client felt truly heard and trusted us with their investment, reputation, and end-user experience. That level of trust – earned through listening and understanding their priorities – is incredibly rewarding.
7. How do you help clients feel confident using new technology after installation?
A structured handover is critical. Following commissioning, we provide dedicated walkthroughs and training sessions tailored to end users. This ensures they feel comfortable and confident with the system from day one, reduces support issues, and maximises long-term adoption.
