Building a network of trust in the security trade

KELVIN Lim might run a security business as chief executive of IPS Securex but relationships are his chief asset, whether between customers, principals, resellers or staff.

"Service level as well as investment in human capital - these are the two key factors," he said.

Mr Lim's focus on relationships has its origins in his background as a salesman. He began his career in 1999 as a sales executive selling closed circuit television (CCTV) systems and security alarms for Ademco (Far East), a privately held company that provided security solutions and services to businesses and governments across Asia.

It was not an industry that was particularly attractive to young up-and- comers, and Mr Lim claims wi…