We continue our Best Advice Q&A series with Kenny Klusman, regional director for Louisiana, Mississippi and Arkansas at Pye-Barker Fire & Safety. He reveals the best advice he’s ever gotten, shares tips for newcomers to the security industry 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?
Kenny Klusman: I had a high school football coach who always preached “BE THE BEST.” This mantra has played a consistent role in my life and has been a major component in me reaching my goals, both personally and professionally.
How do we “BE THE BEST?” How do we achieve that? I think it is a very simple concept. Work hard, help others, be respectful and responsible and keep trying to improve.
For me, this is the underlying principle of defining company culture and creating the best customer experience. As young man, I understood the concept of what my coach was asking for and it acted as a driver to winning. However, it wasn’t until opening a company and taking care of our team and customers that it truly manifested and I understood the enormity of the phrase.
Now in my role with Pye-Barker, I’m able to carry forward those lessons into my interactions with teams across the country.
SSI: What advice would you give to those looking to achieve success in the security industry?
Klusman: The best way to achieve success in our industry is to build and create successful relationships. Our industry has been built on relationship-driven opportunities. Proving to a potential client that you want to be a partner and resource for them is what drives relationships forward.
That means you have to know your product and know your customer. Be able to present solutions that show a real understanding of the customer’s needs. Understanding the mechanics that are driving their decisions will strengthen your relationship and help prove you are not just selling a product.
Creating a strong, value-driven relationship also allows for tough talks when things may not go as planned. I often say that we should not define ourselves when things are great but by how we handle them when it’s bad. Strong client relationships help to navigate any challenges and turn them into successes through communication and understanding.
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. Who would you pick and why?
Klusman: I first knew of Jeremy Bates through the industry. He and his family had a great reputation for leading a very successful organization with a strong culture. Then I really got to know him when we both joined the Pye-Barker family.
He is currently chairman-elect of the Electronic Security Association and can be found presenting and speaking on panels about a number of topics that would give up-and-comers good insight into how to be successful.
Click here to check out all entries in SSI’s Best Advice series!
