“Where will you be 10 years from now if you keep on going the way you are going?” Napoleon Hill, one of the great writers on success, famously asked this question. When you apply it to the fire alarm and signaling business, it should give you pause.


We already know codes change on a three-year cycle, so it is imperative that we follow those changes to keep our business on course and profitable. But, following the code changes in our professional lives is the easy part.


Hill’s question should motivate you to dig deeper. Do you perform designs and installations the same way you did 10 years ago? If so, maybe you should take time to re-evaluate your process.


For example, if the percentage of fire alarm and signaling work you do today has not changed in the last 10 years—adjusted for inflation, of course—ask yourself if that represents an acceptable measure of improvement. Fire alarm and signaling systems can certainly contribute to a profitable business. You often include these types of systems when you perform other electrical installations.


But, does considering fire alarm and signaling systems an add-on help you to grow your overall business? My guess is it doesn’t. You may think you have limited options because you just don’t have enough trained technicians to design and install fire alarm and signaling systems efficiently. Or, perhaps your business development people do not understand what it takes to sell a fire alarm and signaling system to your client base.


Hill’s question is really about personal and professional growth. If you agree with the premise that more qualified business makes sense for your continued professional growth, you should begin with a sincere evaluation of your strengths and weaknesses in fire alarm and signaling system design and installation.


Having done that, you then need to identify how to best capitalize on your strengths and lessen your weaknesses.


If it appears that trained technicians just aren’t available—certainly a valid concern—stop trying to recruit from the same labor pool. For example, a number of electronics technicians exist in other industries, and they could be trained in the proper fire alarm and signaling systems installation techniques. Coupling these trained electronics technicians with your journeymen can create excellent fire alarm and signaling systems installation teams.


Training is one of the most direct methods to create more competent business development people to address this market. You can train them in the basic code requirements and design concepts.


To convince a potential client that your company can more efficiently design and install fire alarm and signaling systems, your business development people have to show confidence and understanding of your clients’ fire protection goals and needs. Before they can do that, they must understand what systems will effectively meet those needs.


Finally, to increase your efficiency, evaluate current fire alarm and signaling product offerings to determine what will best serve your needs for streamlined processes and competitive costs. Likewise, you will need to assess common client needs.


For example, if your typical projects involve installations within high-rise buildings, you will want to evaluate which supplier has the products that will allow efficient installation at a competitive price. The products should include the features necessary to meet your clients’ goals to have an effective in-building fire, emergency voice/alarm communications, systems and mass notification systems. Also, consider whether the product lines you choose offer ease of maintenance and have proper manufacturer’s support to give you the assistance you need if you encounter a unique problem during installation or upkeep.


Evaluating your strengths and weaknesses and committing to proper action helps you assess all of these issues. 


Analyze the average number of installations that you have designed and installed over the last 10 years and their dollar volume. With that information, you can make an educated decision on the actual value you want to increase those numbers by year over year for the next 10 years. Once you have those numbers, decide how many technicians you need to hire over that same period to reach your goals. You may also need to invest in a business development person who will focus on the fire alarm and signaling system business. 


Finally, you need to personally make the commitment to invest in the training and personnel to ensure your success in meeting the increased growth goals.


As you can see, Napoleon Hill’s question has great importance to your business’ success. So, with all of this in mind, where will you be in 10 years?