Page 42 - Security Today, April 2018

STRATEGIC PARTNERSHIPS
By Kevin Hendershot
JOIN THE TEAM
Moving further into buildings and operations
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inning more business is typically thought of as us- ing marketing, advertising, referrals, or even cold calls and precision pitching to secure new oppor- tunities at new clients. When it comes to physi- cal security integration, there are after all, only so
many doors to secure in your area of operation.
But rather than spend that time and money to find new clients,
what if you could win more business with your current clients who already know and trust you, and with whom you have a business partnership?
The key to this approach is in knowing your solutions for security better than anyone else, in finding manufacturers who offer a diverse range of products and solutions, and presenting these new security op- tions to your client in a way that operationally improves their business.
In short, you’re looking for ways to move farther into a client’s build- ing and further into their operations. This is accomplished by seeking
out areas where access control and audit capabilities are critical. Look for locations currently under lock and key, but not digitized due to a previous constraint (location unavailable for cabling, afterthought ar- eas, locations where access control typically isn’t implemented). Most importantly, ask your clients what they still need to protect—or are protecting in different ways—conduct a site survey or facility walk- through to identify areas they might be missing or are unaware could be improve, and see if you can provide updated solutions.
This approach, of course, can also be used on new projects where perimeter doors are specified, be sure to offer additional services. If you can come in under budget with new solutions on an initial bid, that leaves new funds for additional installations. It also gives the in- tegrator a bit of a “hero moment” with clients, which is critical for long-term success and relationship building.
Here are a few examples of applications that can allow you to win more business with existing clients.
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0418 | DEALER STRATEGIES