Convergence Channel: Time to Train Our Trainers

“Training and education are two different things. Training gives you a skill set to perform a specific task. Education provides you with academic theory for problem-solving issues.” – Master Sgt. Juan Lopez, USMC

4 Ways to Leverage Opportunities

To the credit of many innovators across industry segments, these issues are being addressed in a variety of blended processes. The convergence of technology has played an important role in delivering new width, depth and height in training options for systems integrators. So the real question is, how should you effectively leverage new training opportunities for your business? Keep the following four elements top of mind.

Planning — Plan to build your competitive advantage by first analyzing where you may have gaps in departmental skills. Start by understanding what markets you currently service and, more importantly, the ones you want to service. While this step sounds easy, it is not. It requires “quiet time” to think outside the rigorous demands of your day-to-day business. Make the time!

Content — Make sure you understand the relevance, credibility and appropriateness of the training content. Take the extra step to ask how the training will measurably improve your team’s performance. Who else has experienced the training program, and last, but certainly not least, what will you need to do to make sure its sticks?

Timing — In my experience, this is the most important element. Recognize that skill development takes time and should be viewed as a process, not a one-time event. A foundational approach means you ensure each stop will build skills, confidence and expertise on the job.

Measurement — You can’t manage what you can’t measure is a favorite statement of mine and applies particularly well to your training investments. Start with establishing some baselines for your team around business measurements you currently use. You need to know where you are today before you can evaluate your future progress. To begin with, keep it simple.

Marine Corps training speaks for itself in the results it delivers on any given mission. Make sure your training delivers as well
! Semper Fi.

Paul Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is principal of Canfield, Ohio-based Matterhorn Consulting ( He has more than 30 years of diverse security and safety industry experience and can be contacted at [email protected].


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About the Author


Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Business Fitness” columnist. A principal of Matterhorn Consulting, he has more than 30 years of diverse security and safety industry experience including UL central station operations, risk-vulnerability assessments, strategic security program design and management of industry convergence challenges. Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques. He is a charismatic speaker and educator on a wide range of critical topics relating to the security industry of today and an accomplished corporate strategist and marketer whose vision and expertise in business performance have driven notable enterprise growth in the security industry sector.

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