Adrian Canale is Business Development Director, Security Solutions at Bidvest Noonan. In this interview, Adrian shares his story, his insights on building a successful team and his optimistic view of the future.
What has been your journey to becoming Business Director at Bidvest Noonan?
I have been in sales leadership roles for almost 15 years. I was recruited into the security industry in 2005 following several years as a branch manager with a large building supplies firm. My first role in the industry was Security Portfolio Manager. This hands-on experience made a huge difference in my career. It gave me a deep understanding of security operations and the impact a well-designed security solution can make.
I discovered that solution design was my greatest strength, and I was passionate about it. I wanted a role that would allow me to focus on that. I had the opportunity to move into Business Development, and I took it and never looked back. Over the past 15 years, I’ve designed solutions for a wide range of clients, including some of our most iconic brands, important heritage sites and global technology leaders.
I had the opportunity to join Bidvest Noonan towards the end of 2020. Joining Bidvest Noonan was one of the easiest decisions I have ever made. Their approach to problem-solving and creating very innovative solutions was totally aligned with mine. I recognised that everyone at Bidvest Noonan, from the senior leadership team to the frontline staff, were motivated to deliver exceptional service and value to clients. This really resonated with me.
What challenges has the pandemic posed for you in your new role?
Keeping people safe was, and remains, our first priority. I’m very proud of our response to the pandemic and how we protected each other, our clients and the general public.
In the early months of the pandemic, many traditional business development activities were abruptly and severely disrupted by travel restrictions and other necessary safety measures. Tradeshows, business lunches and in-person meetings suddenly became a health risk. I miss meeting with my clients, many of whom are now friends, but my team and I have adapted. Today we use online technologies more than ever before to form, maintain and develop relationships with clients.
The distribution of vaccines is ramping up, and I feel confident that there are brighter days ahead. Clients are preparing to return to a new normal. Many are redesigning their operations and examining how they can utilise their workplaces. Already we have seen a number of new mobilisations confirmed that indicate that market is returning. I’m excited about the opportunity that this presents, and I’m looking forward to presenting the new ideas and solutions that my team and I have been working on.
What makes a good business development team?
While I enjoy business development, it is not an easy job. We invest a lot of time and energy to understand our clients’ needs fully. It takes a lot of hard work to design innovative new solutions and to build successful proposals. This is why its important to hire energetic and hard-working people.
It’s important to surround yourself with people you trust. I’m grateful to have a team that I trust deeply. I trust them to take ownership of their workstreams and to be as focussed and committed to our mission as I am.
To be successful in business development, you need to understand your client and be creative. I encourage my team to challenge the status quo and see long-observed conventions as an opportunity to deliver change and more value to clients.
I am very fortunate to have such a strong team. They have already proven their flexibility, commitment and willingness to go over and above to meet deadlines. Already we’ve had a number of great projects confirmed in December and the first few weeks of January so I have every faith that we will have a very successful year with their support, drive and passion.
What does 2021 hold for our industry?
I am very optimistic about 2021. There is light on the horizon. By September, the majority of our population will be vaccinated against the virus. I see lots of positive movement.
Together we achieved a lot during the pandemic. This crisis has caused us to accelerate innovation to an unprecedented rate. We’ve brought highly experienced technology experts into our team, took a huge leap forward in our Digital Transformation and introduced a range of new smart technologies.
In 2021 we are going to help clients transform their security solutions. Our new technologies and the processes we are developing will provide clients with greater security, better experiences and more value. I’m very excited about it.