The latest entry in the Best Advice Q&A series comes from Jack Meltzer, consultant program manager for the Americas at Gallagher Security. He shares the best advice he’s ever gotten, what he tells security industry newcomers and the person who’s best at inspiring him to succeed.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Jack Meltzer: Listen before you speak and before you act.
In our industry you must be able to full understand your client, their issues, their culture, what works, what doesn’t, where they want their program to be in the next several years and what keeps them up at night. You cannot achieve this without listening first.
SSI: What advice would you give to those looking to achieve success in the security industry?
Meltzer: While this is an industry driven by for-profit businesses, we have a higher calling: to keep safe and secure the people and property that come under our care. Once you see this as your mission, you cannot fail.
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?
Meltzer: There are so many. It is difficult to point to any one person, but early on one of my first encounters was with Jim Francis, then at Schiff & Associates. He was the consultant on a large pharmaceutical project we had won.
His quiet demeanor and willingness to explain his desires, in detail, for his customer revealed a wealth of knowledge. I hope everyone has someone like this to enlighten their path.
Click here to check out the entire Best Advice series!
