- On the Circuit
- Why Client Relationships Matter in a Crowded Industry
Why Client Relationships Matter in a Crowded Industry
Recent data from the SIA shows there are more entrants coming into the industry than ever before. So, should we expect things to start feeling a little more crowded?
A more competitive industry will undoubtedly result in some operators and service providers engaging in a race to the bottom price war. However, this should not overly concern career-minded professionals who have embarked on a pathway of development.
In this edition of On the Circuit, we look at how protectors can add further value by becoming the trusted advisor in your organisation. And we share some top advice on building and maintaining strong client relationships.
Let’s get into it!
The Circuit Magazine Podcast
Family offices may be viewed as inaccessible by their protection teams. There is also an assumption in some quarters that they do not pay enough attention to the type of executive security they procure.
Today we are pleased to welcome Olivia Cooper, Head of Private Wealth and Family Office at Axiom DWFM on the podcast to set the record straight and we also ask:
How can Executive Protection better approach Family Offices when looking to provide services?
Where can EP add more value and become a trusted security advisor?
What is keeping UHNWs up at night, especially in the coming months?
How commonplace is the convergence between Wealth Management and Risk Management within a Family Office?
What would make a trusted advisor stand out and will a firm professional assessment be more respected than becoming the 'department of yes'?
How is succession planning related to Executive Risk Management?
The Need to Know
Witnesses saw the knifeman strike 'ten to 15 times' in a matter of seconds before Sir Salman Rushdie, 75, fell to the floor covered in blood in New York State.
The R9X is essentially a flying bundle of swords that can kill the occupant of a car without harming people around the vehicle.
The G7 demanded that Russia return control of Ukraine's Zaporizhzhia Nuclear Power Plant and all other nuclear facilities within its borders to Kyiv to ensure their safe operation.
Aine Davis, 38, is remanded in custody in the UK after being deported from Turkey. He is charged with offences including possession of a firearm for a purpose connected with terrorism and two charges relating to funding terrorism. He was arrested at Luton Airport after being deported from Turkey.
An informal bodyguard of Democratic Party (DP) Vice Chair Cemal Enginyurt has been arrested after reportedly battering a journalist following an argument with the politician during a live TV programme.
Recruiters appear to have contacted defence staff advertising their top secret level access amid China espionage risk
Amateur drone enthusiasts are gathering in Russia to trade information and share knowledge.
From the Pages of the Circuit Magazine
Clients are the lifeline of the Protective Services Industry. Without them, there is no work. How you relate to them and how they feel about you and the services you provide will determine how much and how often the work will continue.
In this article, Eric Konohia shares his top 10 approaches for building strong client relationships. They are a summation of years of logical conclusions based on concrete principles and 'battle-tested' through years of client engagement. When adhered to and strictly implemented you will find that cementing a client relationship is more beneficial than jumping from one client to the next and waiting by the phone in between each.
Tip No 9 is one of the simplest to implement, generally one of the most overlooked and potentially has the greatest return on investment.
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- Dave Warren
Geopolitical Analysis by RANE
The argument that time is, in fact, not on Ukraine's side in the war has numerous points to back it up. For one, Ukraine's ability to expel Russian forces — which already occupy roughly 20% of Ukraine —- will decline with time as Russia moves from the offensive to the defensive by reinforcing troops in key areas, constructing fortifications and improving logistic capabilities. Even in the unlikely event that Russia's military situation deteriorates in Kherson, Russia could simply retreat to a more secure frontline on the other side of the Dnieper River.
Physical destruction in Ukraine is equally significant, as war fatigue will make the West increasingly hesitant to fund reconstruction, which is estimated to cost hundreds of billions of dollars. War fatigue is also likely to grow in Europe as the Continent's economy faces a severe risk of stagflation in the coming quarters, the effects of which will be aggravated by Europe's already-high level of public debt.
Ukraine remains the most politically united it has been in its modern history. And there is, for now, little to no desire among Ukrainians to engage in negotiations with Russia that involve ceding territory. However, rising unemployment and falling living standards could, with time, eat away at that resolve and prompt more Ukrainians to advocate for an end of hostilities.
Russia's relative military heft and ability to produce its own weapons will make it difficult for NATO-reliant Ukrainian forces to sufficiently weaken Russian forces over time. The most acute weapon shortages Russia will face in Ukraine will likely be of drones and precision munitions. But it will still take considerable time before such shortages prevent Russia from conducting a capable defense.
There is still a window for Ukraine and the West to achieve a victory, at first on the battlefield and then at the negotiating table, if the West increases the pace and volume of weapons deliveries to Kyiv and commits to stabilize Ukraine's economy.
So far, Europe and the United States seem hesitant to increase their support for Ukraine substantially. Unless Ukraine's allies in the West resist growing war fatigue, long-term factors appear more likely to favor Russia as the invasion grinds on.
From the Community
Leandro Lo, the Jiu-Jitsu world champion from Brazil, was shot and killed at a club in Sao Paulo.
The suspect, an off-duty police officer, Henrique Otávio Oliveira Velozo, had reportedly swiped a bottle from Lo’s table.
The action prompted the jiu-jitsu fighter to take him down and hold him. They were separated, and then Velozo got back to his feet, pulled a gun and shot at Lo’s forehead.
Lo was taken to Dr. Arthur Ribeiro de Saboya hospital but was declared brain dead hours later.
This is a known tactic at some clubs, where opportunists will try to swipe the expensive bottles off of a VIP’s table when they think no one is looking. Analysing the incident, there are plenty of opportunities for how this could have ended without the fatal outcome.
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The peak months of hurricane season 2022 are ahead, and enterprise security leaders must prepare their organizations for potential severe weather.
Hurricane landfall remains difficult to predict more than a week in advance, meaning some organizations may only have seven days to prepare for a storm that could affect their area.
Following these simple steps, security professionals can ensure they are prepared for the coming season:
Review emergency preparedness plans
Establish weatherproof emergency communications with employees
Follow local and state safety advisories
Stock up on emergency supplies, such as generators for continued power during a storm
"I’m not sure it’s a question of which is more effective, rather how has one adapted to fit today’s more unique security needs?"
With the worst of the COVID pandemic’s impact behind us, most would agree that the security industry was transformed by the interlude, as were most other elements in our society. But what will be the lasting impact on the security market – positive or negative? Read what 3 experts had to say when posed the question of whether Post-Pandemic Security More Effective than Pre-Pandemic Security?
We're excited to welcome COSAIN Consultancy to the Circuit community as our newest corporate partner.
Cosain has built a reputation as an industry-leading provider of bespoke consultancy services to international media companies operating across the globe. They also run what has quickly become known as the 'go-to' course for Media Safety Advisor training.
To find out more go to: Cosain Consultancy
Elsewhere on the Circuit
There are approximately 34,000 carjackings annually in the US.
56% of these, multiple carjackers are involved in each incident.
74% of carjackers are armed (54% are armed with a firearm).
93% of carjackers are male.
90% of the time, the victim is alone.
68% of the time, the carjackings took place between 6:00 PM and 6:00 AM.
93% of the time it takes place in cities/suburbs.
Jim Davis, a former correctional officer and defensive tactics instructor, has outlined his procedures on how to minimize the risk of carjacking and how to react to risks should they present themselves.
Note* this article is written primarily for an American audience where incidents of violent carjackings are on the increase. The information would therefore be useful to readers operating armed anywhere across the globe.
Attended by women of all ages, colours, and stages of careers, the 29th floor suite of Guy’s Hospital in London was the venue for the re-launch of the Women’s Security Society.
After a couple of quiet years, including delays resulting from the covid pandemic, the Women’s Security Society officially relaunched on Thursday July 21st. After a few ‘soft launches’ momentum is firmly behind the society and they have announced plans to introduce a membership programme in September.
The launch event also heard of plans to offer mentoring, and not just for those in the early years of their career. In fact being a mentee as well as a mentor was advocated for. Also mooted is a jobs board, online seminars, and quarterly networking events.
Final thoughts with Richard J Aitch
As we all get older, no doubt you look back over your career, as often as I do. We remember where we came from. Our young naivety on that constant and sometimes harsh learning curve. We grow from our experiences and we refine our approach to our goals in life and our careers.
I am eternally grateful for those experiences. They become our tools in our box to bring out in times where situations require. Our now deep rooted character traits are able to sustain whatever life throws at us. We are as a result of our experiences. We are what we do.
Yet, never forget those early days. As others have gone before us and helped us on our way, now it becomes our turn. Bring those on around you. Pass on our own learnings and make our industry a better place.
Life is about choices and the end of our journeys will show to others that we have indeed learnt along the way and our characters through experience will be evidence to that.
Until next week...
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