We continue the Security Sales & Integration Best Advice series with MacGuard Security Advisors CEO and 2024 SSI Industry Hall of Famer Kirk MacDowell. He shares the best advice he’s ever gotten, how he helps newcomers to the security industry and those who’ve helped him achieve success in business.
Security Sales & Integration: What’s the best piece of advice you’ve ever received?
Kirk MacDowell: In the 45 years I’ve had the opportunity to serve in our wonderful industry, I’ve had many mentors, friends and colleagues who have provided guidance and advice over the years. Two, however stand out in my mind as notable. The first was given to me somewhat early in my career and I received another piece of advice just a few weeks ago.
The first was given to me by my first vice president of operations, Susan Duffy. It was 1983 and MacGuard Security Systems was growing rapidly. We had grown from two employees to 70 in just a few years and sales were skyrocketing. We were trying to manage the growth in a systematically, but the pace was consuming us.
I was the president and owner, focusing on development and exploring new opportunities to generate additional recurring monthly revenue (RMR) and drive product sales growth. Sue told me, “if we are going to initiate any new service, we must be able to continue that service in an exemplary fashion.”
That advice changed the way we viewed equipment vendors and ourselves. We slowed down a bit and looked closely before initiating any new service.
The second piece of advice was given to me a few weeks ago. Simply said, a friend in our industry suggested that prayer was needed before contemplating a significant business decision. Sound advice!
SSI: What advice would you give to those looking to achieve success in the security industry?
MacDowell: It’s no different than what I tell my children: attitude, focus and be early. If you have a great attitude, you’ll be open to learning new ideas and concepts and others will present you with opportunities to do more.
In our world, it’s easy to get distracted, and when we do, we often double- or triple-task, which results in us performing at a lower level. Stay focused on the task at hand until it is completed.
Always be the first in and last out. Set the example and people will follow.
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?
MacDowell: I am always enamored when I hear Tim Whall, former CEO at ADT and chairman of Everon, speak to the industry. He gets it and makes sure his audience understands his thought process as well.
If you have 100 accounts or 100,000 accounts, Tim’s advice remains relevant. He knows metrics to a T and advises his audience that they should know everything in detail about their company. Technician productivity, drive times, mapping for service calls, profitability by client and service costs to the penny.
Tim not only has lived it, but he shares his knowledge freely with others. A great man and leader. Listen to Tim!
Click here to check out all entries in SSI’s Best Advice series!
