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How to Use Good Communication to Set a ‘Scope of Expectations’ Pt. 2
At the end of January’s column you were left hanging by your fingernails to learn the final steps in the setting of SoE — scope of expectations — process. Maybe that’s a bit dramatic, but it’s...
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Weighing the Character vs. Skill Dilemma When Hiring
There is so much opportunity to pursue and so little competent talent to select in the chase for success. A management conundrum wrapped in a riddle of our modern business day. Make no mistake,...
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How to Harness Emerging Technologies for Potential Growth
Our security industry ecosystem involves lots of segments: security equipment manufacturers, distributors of security products, system integrators who select products for their projects, security...
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Take These Precautions When Transitioning Next-Gen Leadership
During the past 23 years of focusing on security business strategic consulting, we’ve found that owners can get comfortable and a bit afraid of tipping over the company boat. Why rock the boat if you...
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Why You Need to Hire for Emerging Technology & Trends
You can’t make an omelet without breaking a few eggs is an old cliché, but it sure makes a lot of sense, especially in our business. We live in a very traditional business mindset that shuns risks, new...
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3 Reasons for Failure and 4 Lessons You Can Learn From It
Failure is not a weakness. It is, however, a very instructive teacher for students who listen. Failure is often the tuition of wisdom. Lack of encountering failure can mean a variety of things, some...
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Creating RMR Culture Takes Time, Vision — Here’s How to Do It
Sales are the coal that fuels your business locomotive, or for the environmentally sensitive, the sunshine on your solar panel of revenue generation. But having the right sales talent, training and...
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Ask Yourself These Questions Before Switching to a SaaS Model
We left off in August talking about the importance of selling-as-a-service (SaaS) to companies, but more importantly to customers that gain the benefits of security systems that are maintained at peak...
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How to Analyze Your Company Culture
Company is the ‘business topic du jour’ as evidenced by the plethora of articles and conference presentations on the topic these days — offering many opinions and suggestions. Company culture is simply...
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Consult 2019 Symposium Lends Insights on Hiring, Attracting New Talent
The third annual Consult 2019 Technical Security Symposium is specifically focused on security specifier consultants. The members of this important security segment of our ecosystem had previously been...
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Why You Should Shift Your Artistic Business Talent From a Portrait to a Mural
We left you last month with that huge “touchstone” question that you must ask to get your team focused on the important elements of “deliverable and recognizable company culture” in order to build...
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5 Integral Keys to Transitioning Leadership
In my long career in security I, like you, have been through leadership changes — some easy and some pretty tough. Depending on the company size and focus, whether manufacturer, distributor, systems...
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How to Elevate Your Security Guard Service
It was a stormy night long ago in a far away land, past midnight, when suddenly a shrieking sound let loose and a bright light appeared. I jumped up and started to run … toward the light and shrieking...
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MIPS 2020: Leaving No Partners Behind and Dispelling Cloud Myths
GRAPEVINE, Texas — Milestone Systems delivered its 15th annual Milestone Integration Platform Symposium (MIPS) here at the Gaylord Texan hotel. The company needed a Texas-sized hotel to house the 700...
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AMAG Rolls Out Roadmap at 2020 Security Engineering Symposium
SAN DIEGO — AMAG Technology hosted an impressive group of 130 consultants, end users, technology partners and resellers here at the very posh Pendry Hotel, located in the downtown Gaslamp Quarter, Feb....
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Why You Must Arm Your Security Guards With Knowledge
We left off last month talking about how not only is the manned security business model still very important, but also how it is changing with customer expectations, as well as mega mergers and...
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How to Improve Your Talent Hiring Process
Business is risky. We as systems integrators get it. I have started two companies and worked in the Fortune 100 world in my two careers over the past 40+ years, as well as physical security business...
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This Is the Key to Securing Your Clients’ Trust
The four keys to selling strategically and effectively are simple to identify, but challenging to consistently implement unless they are core to your company sales culture. Let’s examine them:...
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How to Weather a Perfect Sales Storm
Sales teams and their management operate on clarity of expectations, skill levels, measurable goals and monthly revenue results. Sales involve a lot of stress, high-paced work, deadlines, and...
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The Secret to Perfecting Sales Enablement
OK owners and senior managers, we left off last month discussing delivery of clarity when communicating sales expectations, gaining commitment (from sales leadership and the team), defining the “what”...
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