Ep 34 - Career Moments (Part 2)

In a continuation of their popular series, Lars from Calgary Lock & Safe, Tony from Assured Security, and Chad from Loc-Doc Security recently delved into more of their most impactful career moments on the "Unlocked" podcast. This episode offered deeper insights into strategic hiring, financial transformation, and value-driven sales, proving that success often hinges on pivotal decisions and the right people.

Tony's "Messy Middle" of Management Tony's third career moment revolved around navigating the "messy middle" of management. As a business grows, owners often find themselves stretched thin, trying to maintain control while empowering their teams. Tony's solution was to hire managers who could bridge the gap between leadership and frontline staff, effectively allowing him to delegate and focus on higher-level strategy. This highlights the critical juncture many growing businesses face: the need to professionalize management beyond the initial entrepreneurial team.

Lars's Impactful Hires Lars shared three significant hires that profoundly impacted his business.

1. Janelle (Financials): Previously, Lars's company had very basic financial reporting, with only a few revenue and cost lines. Janelle, with her accounting background, transformed this by creating detailed sub-accounts, allowing for granular insights into profitability and operational efficiency. This strategic move enabled Lars to shift his focus from day-to-day accounting to a more leadership-oriented role.

2. Matt (Operations): Matt, a former golf pro and long-time friend, was hired without a defined role, based purely on his character and willingness to learn. He quickly became the general manager and eventually a partner, excelling in operational management – an area where Lars admits he is weaker. This underscores the value of hiring good people and then finding the right fit for their skills within the organization.

3. Neeraj (Procurement): Neeraj, an immigrant from India with a procurement background, introduced sophisticated purchasing concepts to Lars's company, such as approaching manufacturers with "open purchase orders" to guarantee volume for better pricing. Despite only working for six months, his influence left a lasting impression, improving efficiency and cost management in an area the company previously struggled with. This demonstrates the power of bringing in external expertise, even for short durations, to gain specialized knowledge.

Chad's Mentorship Journey Chad emphasized that his third career moment was heavily influenced by mentorship, showcasing the profound impact experienced individuals can have on shaping a leader's approach. This highlights the importance of seeking out and learning from those who have successfully navigated similar challenges, often leading to personal and professional breakthroughs.

Lars's Game-Changing RFP Win Lars detailed a pivotal moment involving the largest locksmith RFP (Request for Proposal) in his area, a $1-1.5 million project. He learned from a mentor, Jeff, that "people will pay for value". Instead of focusing 90% on financial metrics and competing solely on price, Lars's team shifted their approach to focus 99% on the "guts of the RFP" – detailing their team's expertise, data management, service levels, and dedicated personnel. This value-driven approach transformed the project from a simple rekeying job into a comprehensive security solution including locks, service contracts, and door hardware. This moment redefined their strategy for RFPs, proving that understanding and addressing the client's underlying problems, rather than just fulfilling their initial request, leads to larger, more profitable engagements.

These diverse experiences from Tony, Chad, and Lars offer a compelling narrative of growth, highlighting that career success is a blend of strategic decisions, impactful relationships, and a continuous willingness to learn and adapt.