Security Sales & Integration April 2021 - 56

EXECUTIVE DECISIONS

Business Fitness by Paul Boucherle

How Do You
R.A.T.E.? (Part 2)

Newsflash,
security
consultants
have egos and
have earned
their stripes
the hard way.

Paul Boucherle, Certified
Protection Professional
(CPP) and Certified Sherpa
Coach (CSC), is principal
of Canfield, Ohio-based
Matterhorn Consulting
(matterhornconsulting.
com) and an SSI Industry
Hall of Famer. He has more
than 30 years of diverse
security and safety industry experience.

▶ LAST MONTH we left off explaining what
important, purposeful technology adoption
speed can mean to your business health. Rapidly identifying relevant technologies that have
staying power and broader integration potential
vs. " narrower flashes in the solution pan. " I also
shared: Applying technology is a great starting
point to guide strategic thinking, evaluate skill
gaps and train/coach your team. So, what comes
next? The final pieces in the T. and E.
Technology by itself solves absolutely nothing
unless it is applied correctly to solve a business
problem first, then delivers measurable business
outcomes. This is the fundamental first step in
selling technology more strategically that builds
your customer's intradepartmental support for
security/safety funding. Got to have a whole team
to win these days! What is the tangible, intangible or measurable business outcomes? The good
news is this is a target rich outcome environment during a pandemic. Employee perceptions
and customer confidence in returning safely to
work or your place of business is a biggie. What
about operational cost reductions by automating
entrance lobbies or remote satellite offices? Will
validation of identity and customizable layers of
screening options be more adaptable to customer's diverse facilities?
As a security consultant, I know how brilliant
insights can be; they will not gain traction and
deliver business/security outcomes unless departmental managers lend their combined shoulders
to implement that technology solution. This
does require some secret sauce; it's called good
communication skills. How do they win? Do you
know? Are you sure? Confirm with good communication skills to build the internal groundswell of momentum that senior management requires to fund solutions. An example might help
clarify your thinking. Let's look at E.
Effectively deploying sustainable technology
is really the key to long-term success for system
integrators. This may mean walking away from
a project with challenging technology specs that
are problematic, even when it has huge opportu-

Security Sales & Integration APRIL 2021

SS2104 pp56-57 Biz Fit-Legal.indd 56

paul@matterhornconsulting.com
@swisssherpa

nities. It is better to submit an alternative solution bid when a new technology design offers
improved operational capabilities at lower costs
while still delivering sustainable performance.
Remember, security specifications may be
based on products greater than three- to fouryears-old. Has security technology changed in
the last year? Can your new technology solution
deliver better business outcomes? Bring it!
If you think you cannot meet a specification,
ask if you can deliver on the intent of the specification unless it is a highly regulated compliance
issue, like fire alarm. Consider delivering on 95%
of the security performance specifications reliably
at a better cost/ratio benefit to electrical contractor a GC or the end user. Will it reduce project
costs by 15%-20%? You have a shot, so take it!
Newsflash, security consultants have egos and
have earned their stripes the hard way. However, we, like you, find it difficult to keep up with
the velocity of change in security technology. We
will default to known suppliers and solutions that
have worked in the past rather than new innovative technologies. Why? Simply, time and velocity of technology change. I am in the same boat;
simply don't have that many hours in my day. Remember the Technology Adoption Lifecycle referenced last month? Security consultants typically
live in the late adopter and laggard categories.
Go wider and avoid the narrower technology solutions (unless specified). If a technology
solution can be easily deployed or redeployed
more widely as needs change, is easily adaptive to
changing customer needs and has a track record
of software upgrades that demonstrate " continual improvement " toward improved security outcomes, then give it a go. I strongly recommend
pilot tests as the best approach to reduce risk and
engage team and customer feedback to ensure a
good fit. Then rapidly adopt, adapt and deploy.
Kind of a Marine thing as going up tempo in your
pace becomes a competitive advantage in a hurry.
Change is hard. New technology is hard to
accept. Design a better process to evaluate new
technologies. Involve your entire team and even
better, engage your " early adopter " customers
willing to try new solutions with a few guardrails
in place. What may be your biggest challenge
with fast moving security technology? Perhaps
standing still too long when the technology train
leaves the station at midnight. In my experience,
that can be a long and dangerous walk home!
securitysales.com

3/22/21 10:43 AM

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Security Sales & Integration April 2021

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