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Kevin Lynch, Executive Director of Business Development, Johnson Controls Retail Solutions Group
“The most important quality when building business partnerships is honesty,” said Lynch. “If you have an appropriate product or solution for a retailer, tell them; make sure they know it and understand how it can help them. If you don’t have the right product or solution, tell them that as well. Be a solution provider first and foremost. Partnerships are all about working together. Honesty cultivates respect and enhances your credibility. It helps ensure you build strong and lasting relationships built on trust.”
Lynch knows firsthand the importance of building strong and lasting relationships as a solution provider, having spent most of the past four decades doing just that. After graduating from the United States Naval Academy in 1978, he served as a surface warfare officer before entering the world of retail as a director of store operations for a women’s specialty chain. In 1984, he joined Sensormatic Electronics and has supported the retail industry working for Sensormatic Electronics, ADT, and Johnson Controls ever since.
“I have always believed that you have no business being in a customer’s reception area unless you have a solution that can save them money and bring increased profit to their bottom line or make their processes more efficient, which will in turn save them money,” said Lynch. “For solution providers looking to build successful relationships with their business partners, I urge you to follow the same path. Listen to your customer, travel to their stores, and see their potential needs firsthand before you try to sell them anything. Finally, the loss prevention community is inclusive and has many tremendous leaders. Seek their advice and listen to what they have to share. I cannot begin to chronicle all of them, but I’m thankful for their counsel and guidance, which has literally helped make my career a success.”