4 Resolutions to Help Security Integrators Examine Leadership in 2015

Secrets to help security systems integrators stay resolute in a new year of possibilities are revealed.

As we start 2015, we all have resolutions to improve ourselves, our lives, and our businesses. Of course, the adage “the road to hell is paved with good intentions” could apply to those resolutions. What could possibly go wrong?

Plenty, if you are a history buff. With all of the rapid changes in our security industry last year, including new, big and scary competitors, new technology being developed by the hour it seems, new customer expectations of price and performance and the rising cost of doing profitable business, some common issues can derail our high hopes and perhaps even ruin our self-esteem. Let’s consider being more resolute in our resolutions for 2015 and have a look at some of these potential pitfalls.

My biggest obstacle is often myself (I know, shocking). Actually it is the business behavior comfort zone that can slow me down. This is a tough one to look in the eye because it forces me to examine my many limitations. As a high “D” in the DiSC (for dominance, influence, steadiness, conscientiousness) personal assessment model, I am loath to do this with any regularity. However, to improve my business growth, skills and work delivered to my clients on a daily basis, I need to adjust my comfort zone. I have to look at reality in the mirror. What do I see that perhaps might reflect your business?

1) Sacred cows. These are processes, methods, and “we’ve always done it that way” that can limit your thinking and clarity of vision for the future. If you can emotionally detach yourself from the cow that got you here, you might be able to dismount and jump on a horse to be more competitive and win more races. We often tie ourselves to methods of thinking, processes and even the old advice of trusted employees, and give up the reins of running a different type of race. Why not drive a stronger RMR maintenance and service model of business growth?

Resolution: Take the darn saddle off your sacred cow or get someone’s help.

2) We consider marginal, serendipitous improvements as being successes for our company. We did X amount this year … that was X% more than last year … we are doing fine … keep going! Unless that X% is double digits, you may be in trouble and don’t even know it. Have you measured the real top-line growth against net attrition rates, including turnover costs of employees or market share?

Resolution: Look at all the elements that add and subtract value to/from your brand, bottom line or management time. Can you determine your top three?

3) We are so busy with our business that we really don’t have time to evaluate new technologies, business practices and our core customer buying trends. You should explore new technology, products and partners relentlessly. Ask yourself, will this help us grow the business, make more sales, satisfy a market need or deliver more profitability? To stay ahead of the competition, it is my responsibility to lead by making time to analyze real-time data. To accomplish this critical task I create time every week to focus on it, period. My time is on Tuesdays from 9 to 10 a.m.

Resolution: Set exactly one hour a week to ask yourself the right and tough questions about your business. Reach out to new providers or partners and ask them how they can help you grow your business.

4) Is your business mantra one of evolutionist theory or creationist theory? The evolutionist mantra is built on the core belief that if you have the right people develop their leadership and critical thinking skills, you can then get the heck out of their way and they will substantially evolve and grow the business. But perhaps you are a prisoner of the creationist mantra, which is, “I built it therefore I know best, all the time.” I take great pride in having started and run two businesses and that is natural; however, to grow and evolve you need other people to think, act and influence your business. They need to be able to do this without asking permission every 15 minutes or fearing unduly harsh repercussions.

Resolution: Determine if you are an evolutionist or creationist leader this year.

Winston Churchill once said, “It is no use saying, ‘We are doing our best.’ You have got to succeed in doing what is necessary.” Happy New Year to all! Now let’s get back to work and do what is necessary in 2015.

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About the Author


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.

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