Next up in our Best Advice series is 2025 SSI Industry Hall of Fame inductee Chuck Wilson, the CEO emeritus of the National Systems Contractors Association (NSCA) and vice chairman of the Partner Alliance for Safer Schools (PASS), an initiative focused on improving K-12 school safety and security.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Chuck Wilson: I’ll always be reminded of my first boss saying that we must put ourselves in the client’s position when we communicate, complete our work on schedule, clean up after ourselves, show up when promised and service our systems in a timely manner.
He challenged us constantly on how we would feel if treated poorly or disrespectful. That always stayed with me.
SSI: What advice would you give to those looking to achieve success in the security industry?
Wilson: Two things; one is that, if you want a long sustainable career in this industry, you need to become a trusted advisor, rather than just a vendor. That could mean passing on a project rather than losing a good client.
The second thing is honesty and fair dealing. These things work together and establishing a stellar reputation is far more important than selling the wrong solution or cutting corners to limit hours.
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?
Wilson: Well, one of these legends isn’t with us now but I think about Jim Henry and his impressive legacy. I also think about living legends Bill Bozeman, Ray Bailey and Mike Bradley. If you ever get a chance to know or speak with Bill, Ray or Mike, please do it.
Click here to check out the entire Best Advice series!
