Tag Archives: Solutions Sales

System Design Best Practices for Consulting Engineers

The disconnect between design professionals and their clients has been an aspect of project delivery that I have lived with most of my career. I never truly understood the cause, but I understand better now… in retrospect. My recent consulting … Continue reading

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How is Security Consulting/System Design Changing?

Is Security ONE Discipline? In speaking with end-users, I never cease to be amazed at the expectation for a consultant’s knowledge-base and skill-set. I have been working in physical security for over 30 years and I feel just recently I … Continue reading

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Innovation – Are You Listening?

What is Innovation? Is innovation simply developing NEW products? We are told, new products are the result of the innovation process. So, how does this thinking apply to the Security Industry? True innovation requires insight, vision and APPLICATION! The insight … Continue reading

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The Most Basic Physical Security Vulnerability

Mechanical Key Override I am so often amazed to see Security Integrators uninterested in the end-user/owner’s decision how to manage a mechanical key override solution for electronic access control. This is the most severe, easily recognized vulnerability in the entire … Continue reading

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Reality Check: Critical Info Transmitted via Simple Bit Data?

What Information Should We Trust? In business meetings recently, the issue of data encryption arose and it jolted me back to reality. Most physical security professionals seem to think Information Security (InfoSec) – IS ONLY – IP Security (IPSec). Everyone … Continue reading

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Maintaining Relevance in a Dynamic Landscape

Now, there’s the rub! Is the consultant addressing topics relevant to the client’s perceived need, or just addressing his/her area of expertise? We live in a world where organizations face a diverse array of threats. The daunting task of the … Continue reading

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Security Automation: Responding to Disruptive Technology

Is this War, or an Opportunity? After taking a short few weeks to investigate the InfoSec space and speak with several ISC2 certified CISSP’s… it would appear the convergence and overlap of Data and Physical Security is creating misconceptions regarding … Continue reading

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Security Fears vs. Awareness

I had an interesting conversation last year with a Data Security Consultant, Mark Turturo, CISSP. I have been working since then to better understand the mission of these professionals and their relevance to the physical security specialist. I operate in … Continue reading

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Differentiating System Integration as a Service

Professional Services Role in Physical Security I find it interesting to note that most manufacturers in the security industry call their channel partners “Security Integrators”, rather than Security Contractors. It represents a fundamental misunderstanding of system delivery business models. Does … Continue reading

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How to be Relevant to I.T. Professionals

I.T. Expanding Influence into Related Trades It really doesn’t matter which technology products/systems you offer today, the end-user approval process will eventually pass through the I.T./I.S. group. While the buying decision is likely to be based on the need and … Continue reading

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