Convergence Channel: Nursing Your Health-Care Clients

Health care continues to be a fast growing security market for systems integrators. However, long-term success requires sophistication in understanding the market’s unique characteristics and precisely how security solutions can enhance a given enterprise.

<p>Know how IT infrastructure and management supports the health-care business model today, as well as the future. You must be able to complement, not complicate, how the IT infrastructure adds value.</p>If you got excited and forgot or missed any of these items, you have put yourself and the security director at risk of being embarrassed or maybe even fired. Let’s think about what you need to do to ensure this doesn’t happen. Take a tip from Boxerbaum and Smith, the voices of experience, and make sure you have the right team with the right skillsets for designing, selling and implementing your solutions.

This means having your design team qualified to work with IT and network-centric solutions, while engaging the customer’s IT department early and often in the planning process. And your selling team must be able to identify the business benefits of their enabling technology solutions. Finally and arguably most importantly, the project manager should be experienced in both the physical and IT aspects of the project. Above all, establish and manage reasonable expectations from the start. Overpromising your or the system’s true capabilities is a recipe for disaster for everyone involved.

One last health-care market trend worth noting is a more professional RFP and RFQ process. In the past, security directors steered business to their trusted supplier. This was not a problem for conventional physical security projects. The supplier delivered these systems from a turnkey perspective … piece of cake! But today converged network infrastructure and wireless technologies have dramatically changed the rules of the game. A strong, well-planned RFP en
sures expectations are met by all stakeholders on a health-care project.  

Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting. He has more than 30 years of diverse security and safety industry experience.

About the Author


Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Convergence Channel” columnist. A principal of Matterhorn Consulting, he has more than 30 years of diverse security and safety industry experience including UL central station operations, risk-vulnerability assessments, strategic security program design and management of industry convergence challenges. Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques. He is a charismatic speaker and educator on a wide range of critical topics relating to the security industry of today and an accomplished corporate strategist and marketer whose vision and expertise in business performance have driven notable enterprise growth in the security industry sector.

Security Is Our Business, Too

For professionals who recommend, buy and install all types of electronic security equipment, a free subscription to Security Sales & Integration is like having a consultant on call. You’ll find an ideal balance of technology and business coverage, with installation tips and techniques for products and updates on how to add sales to your bottom line.

A free subscription to the #1 resource for the residential and commercial security industry will prove to be invaluable. Subscribe today!

Get Our Newsletters