Sam Vinicur Q&A With Your Security Adviser
I met Sam Vinicur nearly 25 years ago when we were both working at SpectaGuard, Inc. and we have made remained friends ever since. Sam Vinicur was the Security Director for Ortho-McNeil Pharmaceutical, a division of Johnson & Johnson in Springhouse, PA. SpectaGuard today is better known as AlliedBarton, and many of the people I met during my tenure have remained friends, mentors, and colleagues.
Sam’s latest security adventure was leading sales and business development for a small integrator in Plymouth Meeting, PA. Before that, he was with one of the global giants managing business development nationwide, after leaving the executive recruiting world.
Sam Vinicur and I recently got together to catch up and our conversation quickly turned to the physical security industry, ASIS, and Sam’s plans on attending ISC West. Perfect, I had my next Your Security Adviser interview sitting right in front of me. Asked Sam if he would be interested in letting me interview him and he jumped at the opportunity.
YSA: What do see as the obstacles (challenges) facing the security industry?
Sam: The reluctance to see security as a service that can help generate new sales opportunities. The security industry should be looking to develop a proactive mindset rather than always being reactive when it comes to addressing clients needs. Today it’s all about big data; the question is how your clients can use the data to improve security operations and their business, to show an ROI on their investment.
Another hurdle is recruitment, especially when it comes to recruiting young security professionals and how they are managed and fit the culture of your company. Don’t expect young security professionals to be a traditional sales person, they are more about social networking and using technology to get things done. When you are looking to hire your next sales person you may want to setup an internal mentoring program with a seasoned sales professional. You might just find that old dogs can be taught new tricks, and pups will embrace the leadership of a seasoned professional.
YSA: Do you feel the security industry is doing enough to engage potential clients through the development of social branding strategies, inbound marketing, social networking or social selling?
Sam: We are in a new age of information at your fingertips. The industry must embrace the changing ways to market to and educate new and potential clients. It not a matter of if, it’s a matter of when and those companies that are slow to adjust may get passed by.
YSA: Sam you and I are now being looked upon as the old guard, what advice or recommendation would give security companies when it comes to recruiting Millennials?
Sam: Embrace what Millennials bring to the table, provide technology-rich work environments, streamline processes, provide more mentoring and coaching rather than telling, flexible work schedules and environments, pay to commensurate with competing industries like IT, and have some fun!
YSA: Looking into your crystal ball, what challenges lie ahead for the electronic security industry over the next 5-10 years?
Sam: Less brick and mortar, secure mobile and home/virtual workplaces, embracing security as a service, Cyber, Cyber, Cyber as the Internet of Things continues to emerge, finding the right mix of talent to grow your company.
YSA: I know you are planning to attend ISC West, with security technologies constantly changing, what do you expect to see?
Sam: Besides catching up with old friends and associates from around the world, I’m looking forward to learning about proactive security network monitoring from companies like VIAKOO, and the latest 4k and 7k camera technology from companies such as AVIGILON. I am also looking forward to seeing new perimeter protection solutions from companies like PROTECH and what companies like G4S are doing to blend manpower and electronic security technology.
YSA: Thanks for your time, feedback, and volunteering to be Your Security Adviser’s guest tweeter @YourSecAdviser from ISC West. Have a safe trip; I’ll be looking forward to following your tweets.
You can find Sam Vinicur on LinkedIn at https://www.linkedin.com/in/svwpptw
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