Kelly Knowles, Commercial Director, Fenix Monitoring speaks about nurturing success within the “monitoring triangle”.
Lennon & McCartney, Jobs & Wozniak, Torvill & Dean, Danny & Sandy and Bert & Ernie, arguably some of the most iconic partnerships right there – But what makes a good partnership?
In relation to independent monitoring supply a partnership is often a three-way relationship compromising end-user, installer and monitoring partner (The Monitoring Triangle) – so naturally it has the potential to get a little more complex.
An Alarm Receiving Centre (ARC) has historically been a distant entity that worked behind the scenes, a predominantly silent partner who worked in the background, its value often overlooked. Today, quite rightly, this is changing: end-users are empowered to be more involved with decisions surrounding their security requirement and more forensic with their security budgets.
Installers are embracing the fact that they can work with independent monitoring specialists, those who are not competing in “their” space. As a result this promotes confidence in them trusting and facilitating the necessary three way conversations required to support the bespoke nature of signalling today. Finally the role and remit of an ARC is developing to incorporate more comprehensive and diverse monitoring solutions to meet the changing needs of the consumer but also to ensure longevity (*read survival) within a sector that, driven by technological change, is advancing at pace.
But what does a true partnership look like, what are the magic relational components required to enable success and balance for each party? And how does this translate within the monitoring sector? Here are five factors which are vital in cultivating effective and enduring partnerships:
Effective communication is the lifeblood to any successful relationship. In a customer/supplier partnership, clear, open and timely communication ensures that goals are aligned; expectations are clear, issues are addressed promptly and feedback is constructive and shared freely.
Regular and consistent communication is fundamental to sustain any relationship over a longer term but it’s vital within the Monitoring Triangle, risks change as do operational and user behaviours and that’s before we even get into legislative updates – maintaining open communication is paramount.
No partnership is without its challenges, but the mark of a strong relationship lies in the ability to overcome them. A good supplier/customer/integrator relationship adopts a solution-driven mind set. Instead of dwelling on problems, all parties actively seek opportunities for improvement and growth. A collective commitment to “problem solving” builds resilience and fortifies the partnership against inevitable issues; it also encourages agile and proactive responses in remedying them, paving the way for ongoing, continuous improvement.
It’s the recognition that each party is integral to each other’s success. A true partnership goes beyond the transactional aspects, creating an environment whereby ideas, expertise and resources are shared to achieve mutual goals. The importance of collaboration should not be under-estimated; it sets the stage for innovation and growth both personally and professionally and ultimately shows that all parties acknowledge that the path to success is one travelled together.
Trust is a critical component in a security partnership, extending beyond the standard confidentiality and privacy mandates dictated by legislation and regulatory requirement, trust within the monitoring triangle should encompass the less tangible elements of what trust signifies. At its core, trust hinges on the assurance that Transparency and Honesty take precedence. It’s imperative to know that your chosen partners are operating with the best of intentions, with your best interests considered as well as their own. This should be backed by a commitment to openness and truthfulness from all, including and perhaps most importantly, when things aren’t going so well! This means nurturing a safe space to discuss wins and failures, one where you can collectively and honestly address challenges, learn from experiences, and collaboratively refine strategy.
A cornerstone of any healthy relationship; in the context of customer/supplier dynamics its means recognising and valuing each other’s contributions. This includes acknowledging the experience and expertise each party brings to the table, understanding the challenges that each face within their respective organisations and perhaps most importantly, honouring mutual commitments.
In conclusion the most successful partnerships are those that bring together complementary skills, fostering an environment where differences in personality, qualities, and skills help garner a robust and strengthened offering. Seek alliances that align with your values and outlook but also ones that challenge, educate, and provoke. In the realm of monitoring partnerships, embracing diverse expertise is key to bridging knowledge and skills gaps and unlocking the full potential of collaboration. Embrace and respect the differences that each brings to the party – you should frequently discuss and review the value that each party offers too, things change! So, in the words of Danny and Sandy, ask yourself, is your monitoring partnership truly “The one that you want, the one that you need?”