by PK Kurian, on Linkedin
A question I was asked in 2010 by Mr. Sreekumar Narayanan when he took charge as Head of Security at IBM India — and one that still shapes my thinking today.
In the private security industry, we often chase growth through volume: more sites, more guards, more contracts. But what if true growth lies not in how many clients we serve, but in who we serve — and why?
- Does your Board see the client as a transactional account or a strategic partner?
- Are you placing your people in dignified, compliant, and growth-enabling environments?
- Are clients helping you innovate, build capabilities, and enhance your brand?
It’s time for Boards to be more involved in client dialogue — not just for revenue, but for resilience, reputation, and retention.
In my latest article, I explore how this single question reshapes how we view:
- Client selection and alignment
- Operational and compliance risks
- Frontline staff morale
- Innovation opportunities
- Long-term brand strategy
Let’s not just ask, “How much are we earning?”
Let’s also ask, “Who are we becoming because of our clients?”
About.
Plackeel Kurian Kurian. Growth & P&L Strategist | Operational Excellence Leader | ASIS Member | Business Transformation Expert | https://www.linkedin.com/in/pkkurian/
