After hearing last week from Mitch Reitman, Andrew Lanning and Paul Boucherle on the best advice they’ve ever received and how they help newcomers navigate the nuances of the security industry, we’re continuing sharing enlightening nuggets with longtime Monitoring Matters columnist Peter Giacalone.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Peter Giacalone: I have been so fortunate that I have had many great mentors and friends throughout my 45-plus-year career in the security industry. Having said that, whenever I am asked this very specific question, only one thought comes to mind.
At a very young age and throughout my life, the best piece of advice I have ever received and stands true came from my mother. She simply said way before it was a popular meme, “90% of success and achievement is showing up.”
SSI: What advice would you give to those looking to achieve success in the security industry?
Giacalone: Beside sharing the great advice of my mother, my personal advice is that “knowledge is currency.” Find something that is of great interest to you and become the absolute best and most knowledgeable on the subject matter.
Maintaining this, being true to yourself and navigating the terrain on who needs what you have will ensure a successful path that will always provide economic rewards.
SSI: If you could point to one person in the security industry and tell up-and-comers, “Make sure to listen to what they have to say,” whom would you pick, and why?
Giacalone: As I am a longtime veteran of this industry, the people who have had some of the greatest impact on my career are for the most part retired. The two people who always come to mind – Ben Cornett and Bill Polk – may not even realize how great of an impact they have had on my career.
Even before I met and got to know Ben on a personal level, I followed his career and successes. As I got to know him on a personal basis, I learned how to balance and navigate an ambitious career while not losing site of family. Additionally, and what most have learned from Ben, was new sales skills that even as a seasoned sales professional I was thrilled to learn.
With Bill, it was different. Bill and I interacted in business when I was at the helm of the largest third-party monitoring company in the U.S. and he was a lender/buyer of alarm accounts and companies. After a short time, Bill started injecting me into some challenging company workouts of companies that were in financial distress.
As time passed, the engagements became more challenging. When I went out on my own, Bill included me on a very large and unique acquisition transaction. He allowed me to take the lead on the operational and technical portion of this non-traditional acquisition.
At one point on a call that was getting heated with some of the most prominent attorneys, lenders and investors who were debating the unique business and value of the recurring revenue, Bill interrupted and stated, “We have a person on this call that knows more about monitoring than anyone on the planet and we should hear what he has to say.” I waited and was curious who that was.
His next statement was, “Peter Giacalone, please share your thoughts on the platform and value of the recurring revenue it attracts.”
Like my mother stated, 90% is showing up! I was prepared and I presented my findings and thoughts. The deal closed and now, almost 20 years later, that same owner who acquired the business maintains a business that continues to grow exponentially.
I communicate the story because I have thanked Bill countless times for his confidence in me. Because he is so respected, his word provided me with instant credibility that empowered me with more confidence that allowed me to build my consulting practice with clients that include prominent industry and financial professionals that seek my counsel.
