Today in the Best Advice Q&A series, we go one-on-one with Gerard Figols, chief operating officer at i-PRO. He offers up the best advice he’s ever heard, the wisdom he shares with security industry newcomers and the person to whom others in the sector should listen at all costs.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Gerard Figols: One of the most valuable pieces of advice I’ve received is this: “When you say yes to something, you’re saying no to something else.”
It’s a simple idea, but it’s easy to overlook, especially as our roles grow and our time becomes more limited. We often underestimate how important it is to prioritize. To reach our goals, we must be intentional about where we invest our time and energy.
I also draw inspiration from my mother, who showed me through her own example that with effort, discipline and the right attitude, you can achieve whatever you set your mind to.
Those two lessons have shaped the advice I now share with my team: We can do anything, but we can’t do everything. Choosing wisely is what makes the difference.
SSI: What advice would you give to those looking to achieve success in the security industry?
Figols: In addition to my advice on choosing what matters most and pursuing it with complete dedication, I would say this: spend less time in the office and more time in the field.
Success in this industry depends on staying connected to what’s really happening. That means regularly meeting with key stakeholders: distributors, system integrators, end users and key influencers such as consultants and industry media. These conversations are where you gain real insight.
It’s also essential to build strong relationships. Take every opportunity to connect with people, grow your network, and develop your personal brand. The more visible and engaged you are, the more impact you can make.
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?
Figols: I have deep respect for people who have built something from the ground up and changed the industry with their vision. There are many individuals who have played a key role in the transformation of the security industry in recent years, but if I had to choose one, it would be Pierre Racz, president, CEO, and founder of Genetec.
He’s a true visionary, known for his bold, outspoken leadership style. He’s never been afraid to challenge the status quo and many of the initiatives he’s led over the years have helped shape the direction of our industry. There’s a lot to learn from how he thinks, communicates and leads.
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