The Marines have a saying for when times get especially tough: Improvise, Adapt, Overcome. As philosophies, this one can be applied to a lot of situations in the past few years. Can’t meet in person? Start getting comfortable with Zoom. Facing supply chain shortages? Plan ahead and have a variety of backup plans. Having trouble hiring technicians? Try doing what one security integrator suggests in this month’s Workforce Strategies column (LINK).
“In 2021, we hired 28 technicians at varying levels — 1, 2, 3 and 4,” says John Nemerofsky of SAGE Integration. “What I did that was a little different was change the name of our industry. So many of our competitors call this the ‘electronic security industry.’ I called it the ‘Sec Tec’ or the security technologies [industry]. Second, I moved away from ‘technicians’ and began calling them ‘system engineers.’”
This is a classic example of improvising, adapting, overcoming — and succeeding.
Another challenge security integrators have faced, even before COVID-19, is the desire and need to shift their company focus from project-based to RMR-generating.
In this month’s cover story, “Revving Up Revenue & More With RMR”, SDM Managing Editor Laura Mazzuca Toops shares insight from industry experts on how integrators can better navigate this transition.
Switching to RMR requires a major mindset change, says Chris Gilbert, president and founder of Security Pros LLC, featured on this month’s cover. “There are perceived barriers that limit an organization from going forward with an RMR model. They are just that: perceived barriers that limit one’s ability. Many times, a company believes so strongly in a project/bid type business that they simply cannot grasp the culture changes necessary to execute the RMR-based business. In this instance I feel they need a champion or a division to drive the message forward, versus trying to change an already working business model.”
One security technology known for experiencing big shifts is video surveillance, whether it is the transition to IP, adapting to analytics, the emerging use cases for artificial intelligence, or, as contributing writer Laura Stepanek reports on in this issue, drones. In her article,
“Why Airspace Security Is a Good Opportunity for Integrators,” (Link) Dedrone’s Dan Dunkel says that securing low-altitude airspace is a logical extension of the physical security perimeter for integrators to embrace. “Public safety professionals are behind the risk curve when it comes to addressing the drone threat and this is a strategic opportunity and first-mover advantage for physical security integrators. Developing a strategic partnership with a counter-drone solution provider is a win-win for integrators and their customers.”
Changing, or adapting, mindsets may begin at the top, but it is something that all levels must buy into if it is going to work. These are a few good examples of how the unofficial Marine motto can work in a security setting. But the opportunities are endless.
How are you improvising, adapting, or overcoming to meet the changing landscape of security?