Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Business Fitness” 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.
The most frequent failure point I have seen with emerging technologies in pilot programs is the tactic of “fire and forget.” Never assume the pilot program is proceeding as planned.
Smaller specialty SIs are the earliest adopters of new tech – they typically work in real-time scenarios of decision making, and boast a highly talented, motivated and intelligent workforce.
Wisdom needs to be nourished to harvest better decisions. Every growing season in your life depends on learning what you can do to deliver a bumper crop of success the following year.
Are you aware of the impact customers can have on your business? Unprofitable customers, no matter how long you have done business with them, wear down your teams.