Commercial Integrator + Security Sales April 2024 - 6

EDITOR'S NOTE
'Love People,
and Show the Way'
T
his issue of CI+SSI is jam-packed with content - everything from profiles of
five esteemed inductees into the SSI Industry Hall of Fame, to a Deep Dive
on all things digital signage and videowalls, to a recap of a highly engaging
security end-user forum held at Total Tech Summit. We're also excited to share an
in-depth profile of Cory's, a technology specialist that recently
rebranded while also celebrating its milestone 70th
anniversary.
And I offer a detailed recap of my experience
attending Genetec's Global Press Summit '24, where I
learned not only about its new solution launch but
also about its dealer centricity and belief in hybrid
approaches (e.g., both cloud and on-prem).
In this space, however, I want to share
additional thoughts on my recent trip to NSCA's
Business & Leadership Conference. (Elsewhere
in this issue, you'll find my on-the-ground report
of BLC's highlights.) NSCA is, of course, a nonprofit
association that serves the interests of AV and
security integrators. More specifically, NSCA seeks
to empower leaders to run better, more profitable, more
sustainable businesses to advance the interests of the low-voltage
community. At BLC, most keynoters and breakout leaders never mention
AV-over-IP, DVLED walls, video surveillance or access control. Why not? Because
they're focused on the business best practices that transcend the technology we
deploy - the practices that define not what we do but, rather, how we do it. BLC
just marked its 26th
Like a teacher
who is tough on
students because
they genuinely care,
effective leaders lead
from the right place.
It's not so much the
action that matters as
it is where the action
comes from.
year and, among industry events, it's arguably the one that has
the most attendee loyalty. Why do people come back year after year? They come
back to maximize their odds of business success.
There wasn't a dud among the speakers, but my personal favorite was Steve
Thomas, a specialist in leadership development. In my BLC recap, I share some of
his guidance on how teams can shine - for example, they create an environment
of psychological and emotional safety, and they focus not on building perfunctory
relationships but, rather, on building genuine connections. Another portion of
Thomas' talk - one that my feature does not cover - centered on what highly
effective leaders practice. I think those ideas are worth highlighting here.
According to Thomas, like a teacher who is tough on students because they
genuinely care, effective leaders lead from the right place. Thomas said it's not
so much the action that matters as it is where the action comes from. He mentioned
that two coaches could be equally rough on their teams, but one coach inspires
players to do better, whereas the other coach breeds resentment. Thomas said the
difference lies in what inspires the coach: a " heart of love " or a " heart of arrogance. "
Effective leaders lead with love.
Here's another of Thomas' gems: Effective leaders strive to understand. That
means being genuinely curious about team members and embracing the opportunity
to have conversations and build connection. He also offered insight into
different personality types (e.g., empathetic, rule-follower) and how each can
easily misunderstand the other, thus, eroding connection. Thomas urged BLC
attendees to readily deploy a key question - " Is there any other possible interpreta6
Commercial Integrator+Security Sales & Integration | April 2024
tion? " - when feeling offended, offput or
bothered by something a team member
has said or done.
Finally, Thomas implored BLC attendees
to practice and apply grace. This, he
said, means separating the person from
the action. For example, rather than
labeling someone a " liar, " acknowledge
that they're a person who told a lie.
Thomas made the case that, when we
show grace to another person, it always
makes them want to do better. And
what more pressing imperative could
a business leader have than to inspire
their associates to be better tomorrow
than they were today?
If there's a single quote that best
encapsulates Thomas' message, it's this:
" Love people, and show the way. " When
he asked rhetorically why parents show
their kids the way, the answer was all
too obvious: We show our kids the way
because we love them. At the end of
Thomas' talk, a parallel point became
equally clear: A leader's effectiveness
is directly proportional to that leader's
willingness and ability to love. CI+SSI
DAN FERRISI
Group Editor, Commercial and Security
dan.ferrisi@emeraldx.com, @danferrisiedit

Commercial Integrator + Security Sales April 2024

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales April 2024

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Commercial Integrator + Security Sales April 2024 - Cover3
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