We keep the Best Advice Q&A going with Hans Kahler, chief operating officer, video, for Brivo. He divulges the best advice he’s ever heard, offers tips for security industry pros on the rise and names the person to whom all others in the sector should always listen.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Hans Kahler: “Know your audience.” It’s a concept that goes back to Aristotle’s advice on rhetoric, but I didn’t get it from reading Aristotle. I remember hearing this advice in an interview with the late, great football coach Lou Holtz and it struck me.
Holtz was talking about recruiting players and the importance of understanding the decision-maker – is it the student, the dad or the mom? – and pitching appropriately. You may be delivering the same information but you change the emphasis.
This principle applies directly to business. In my experience, you’ll be more successful if you carefully tailor your question or presentation to your audience, whether that’s an end user, customer, investor, employee or your boss.
SSI: What advice would you give to those looking to achieve success in the security industry?
Kahler: This follows the best advice I received. If you want to achieve success in the security industry, it’s essential to understand the end user. Ultimately, it’s the business owner who pays the bills. It’s essential to know their needs, wants, problems and challenges to provide effective solutions.
Spend time getting to know the end user.
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?
Kahler: For the better part of a decade, I’ve relied on John Szczygiel for solid advice. He’s got wisdom grounded in experience and always seems to know what to do. John has spent his entire career in the security industry. If he’s presenting at a conference, go listen to him. If he’s quoted in an article, it’s worth reading.
Click here to check out all entries in SSI’s Best Advice series!
