Although the conflicts between IT and physical security might be a well-worn topic within the security industry, the owners of growing businesses are likely to stumble when they encounter this issue for the first time. And when they do, they will turn to you for help and guidance. National Monitoring Center (NMC) can give assistance in showing your clients how to successfully merge the two departments and increase security in doing so.
When a small business is very small — fewer than 20 employees — information technology and business security have very little overlap. The physical security is handled by an outside firm, like yours, while the IT department is run by one or two people busy with installing software on broken laptops. Eventually, the small business gets bigger and issues such as information security and video surveillance begin the blur the lines between the “IT guy” and front-door security.
The business owner will turn to you with questions such as, “Are we safe from hackers accessing our internal records?” and “Can we track employee movement in and out of the building?” Of course, most of these issues will lead you directly back to the company’s IT department. Unfortunately, the IT staffers in a small business will already feel overwhelmed with their level of work. And they might take offense to the implication that the company needs your help to keep data safe.
Proceed slowly when addressing these issues with the IT department. Give the IT staff plenty of room to speak their mind and express concerns about an outside security firm interfering with internal issues. Keep in mind, you don’t have to prove them wrong. You already know that you can integrate well with their systems, but give the IT department some time to adjust. These kinds of operational improvements can be a significant opportunity for you to increase revenue per client. You already know this is a sensitive issue. Having a discreet conversation with the CEO or COO before and after meetings with IT can help you secure the client and remove any chance of direct conflict.
Small businesses are valuable clients. They are the most likely to grow rapidly and need ever-expanding services. And small businesses are the most likely place for you to find referrals. Learning to manage the conflict that arises with small business IT staffers will ultimately help you expand your client base and increase your revenue streams.