Commercial Integrator + Security Sales April 2024 - 52

BIG IDEA by Ron Davis
The Seven Disciplines of a Well-Managed,
Profi table Alarm Company
HERE, BRIEFLY, are some disciplines
for you to think about. Ask yourself if
your company and you participate in the
excellence that is yours to enjoy if you adhere
to the disciplines found in this article.
The Discipline of Marketing (including
sales): This discipline forces business owners
to look at not only the entire selling and
marketing process but also the process of
bringing in profi table sales that contribute to
the bottom line. Oſt en separated, marketing
and sales, when managing a small business,
all come under the same general heading. It's
the process of every element that leads to the
successful conclusion of a profi table sale!
The Discipline of Finance (including
accounting): This discipline forces the
entrepreneur to repeatedly look at, and be
held accountable for, the successful business
operations of the company from a fi nancial
perspective. It includes reading and evaluating
fi nancial statements on a regular basis,
the fi nancial planning process and having
the ability to adhere to a fi nancial plan that
has been thought out and agreed upon by
senior management.
The Back End
The Operations Discipline (including installations,
service and warranties): Operations
- frequently referred to as the " backend " of a small business
- should, more accurately, be viewed as the " heart " of the business.
Without it functioning smoothly and regularly, the business
cannot and will not survive.
This discipline includes all the elements of running a separate
service and installation department, providing for a preventive
maintenance program and addressing bottom-line profi tability
from those departments.
The CEO Discipline: This discipline forces the owner/
president/general manager to constantly evaluate his
business plan against projected results, while still having
the flexibility to immediately shift when circumstances or
opportunities change.
The Educational, Research and Development Disciplines:
Yes, this, too, is a discipline of even the smallest companies
'Operations -
frequently referred
to as the 'backend'
of a small business
- should, more
accurately, be
viewed as the 'heart'
of the business.'
IDEA OF THE MONTH
If you had one great idea
for the industry, what
would it be?
since, once recognized, it allows for - and
even demands - that everybody, at every
level, continue the education process.
At the beginning of each year, set aside an
amount of money for " research and development, "
which may include evaluation of
new products, new systems, installation and
servicing techniques, and more.
An educational library is absolutely
essential. Operations and employee manuals
are certainly an element of it. Of greater
importance is the commitment to excellence
that this discipline insists on.
Being Accountable for Execution
The Business Plan and Business Planning
Discipline: This discipline forces individuals
at all levels not only to contribute
and participate in the business-planning
process but also to be held accountable for
executing a successful business plan. This
process includes recognition programs,
incentive bonuses, meetings, planning
sessions and management's recognition of
the entire process.
The Discipline Discipline: Yes, you read
that right. It's the discipline that forces you
to maintain the disciplines of a business.
It's always easier to think of reasons not to
do something than just to do it. It's always
easier to look for excuses that will allow you to deviate from the
core disciplines of running a business. Once you do that, all the
disciplines are aff ected equally.
Not a Random Happening
Success is not a random happening that occurs to some
people, while totally eluding others. Rather, it is what nature
bestows upon us when we are thoroughly prepared. In the
world of business, success happens to those who take the
time and effort to prepare for it, who are not surprised by
it and who, in fact, embrace all the disciplines necessary to
achieve it.
All this is the fi rst step toward the recognition of what
needs to be done to make your business career and companies
successful, goal oriented and, most certainly, rewarding. SSI
RON DAVIS is an SSI Industry Hall of Fame inductee and president of Davis Mergers and Acquisitions Group Inc. Also known as The
Graybeards, the company is active in acquisitions and mergers exclusively in the alarm business. He can be reached at rdavis@graybeardsrus.com.
52 Commercial Integrator+Security Sales & Integration | April 2024
RON DAVIS

Commercial Integrator + Security Sales April 2024

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