The security industry is facing profound change – this is no longer a vision of the future, but reality. A particularly impressive example of how this change can be actively shaped is provided by ‘The Circle’, a network for security installers that sees itself as a platform for exchange, further development and mutual support. Initiator and founder Bastian Fricke knows the industry inside out – with over 20 years of experience as the managing director of an installation company, he has experienced the upheaval first-hand and recognised that the industry’s traditional structures and role models are no longer sufficient to meet the demands of the future.

From technician to strategist

Fricke himself had a rather unusual start in the industry. While still at school, he founded a company with a friend – originally with the aim of designing websites. Chance led them to a customer in the security sector. The realisation that analogue video material could no longer be archived in a contemporary manner provided the decisive impetus: they developed a digital video recorder – a step that laid the foundation for Fricke’s career in the security industry. For over two decades, he ran his own business, experiencing all stages of entrepreneurial development – from installing individual cameras to managing a medium-sized company with almost 50 employees.

But at some point, Fricke reached a point where he wanted to take a step back. After deliberately withdrawing from the operational side of the business, he developed the idea for ‘The Circle’ – a network that would function differently from traditional associations or interest groups.

Open exchange instead of show and shine

Fricke criticises the fact that genuine openness and collegial exchange are often lacking in the industry. Although there are many encounters at trade fairs and industry gatherings, they are rarely on an equal footing – self-promotion often dominates instead of honest dialogue. With ‘The Circle,’ he wanted to change exactly that: to create a platform where owners of installation companies can exchange ideas authentically, learn from each other and develop solutions together.

Access is deliberately limited: the network has a maximum of 60 participants. This restriction is not an end in itself, but rather a basis for trust and commitment. After all, only those who know each other can support each other. Member companies are selected according to clear criteria: they must be owner-managed, have between eight and 80 employees, face comparable challenges and have an entrepreneurial mindset.

Specialisation as a survival strategy

Fricke is convinced that small and medium-sized companies must sharpen their profile if they want to survive in the market. The days when you could score points as an all-rounder with a ‘belly bag mentality’ are over. Instead, clear specialisation is needed – whether in specific customer segments or technologies. This is the only way to reconcile quality, efficiency and employee loyalty. Against the backdrop of a shortage of skilled workers, it is becoming increasingly important to distribute tasks within the company in a targeted manner and to structure processes clearly.

Technological change is doing the rest: modern security solutions are highly complex and require in-depth expertise. What used to be analogue cameras and simple motion detectors are now digital systems with AI support, app connectivity and cloud infrastructure. Anyone who wants to keep up with this development must engage in continuous training – and this is exactly where ‘The Circle’ comes in.

Inspiration instead of compulsory training

Unlike traditional training programmes, which often teach standardised content, the network focuses on individually tailored training formats. The focus is on strategic topics related to leadership, management, process optimisation and digitalisation – not on the technical adjustment of individual components. Members benefit from regular face-to-face meetings, supplemented by online sessions and personal exchanges. The Circle is supported by partner companies from various fields – from distributors such as VIDEOR to manufacturers and consulting service providers for sales and service.

These partners are not passive sponsors, but active drivers of change. They contribute their expertise and help to develop individual solutions for the specific challenges faced by installation companies. The aim is to develop concrete and practical strategies that will enable member companies to grow sustainably and remain competitive.

Digitalisation as the key to the future

A central theme that runs through all of The Circle’s activities is digitalisation. Many installation companies still work with outdated processes, and manual procedures cost time and money. Yet modern technologies offer enormous potential for increasing efficiency – whether through automated resource planning, intelligent maintenance predictions or optimised customer communication.

Fricke compares this to the use of QR codes for ordering food in restaurants: what frees up service staff in the catering industry can also be achieved in the security industry through smart software solutions and AI-based systems. However, it is crucial that companies find their own ‘QR code’ – in other words, the right lever to optimise processes and use resources more effectively.

Transformation instead of stagnation

According to Fricke, numerous success stories within the network prove that this is not just a scenario for the future. Members who have tapped into new business areas or successfully transformed internal processes thanks to impetus from ‘The Circle’ are the best proof of the concept’s effectiveness. The positive dynamic within the network also ensures that experiences are shared and trust is passed on.

Fricke has ambitious plans for the coming years: The Circle is to be further diversified and expanded in order to facilitate access to innovative solutions and new markets. The goal remains not only to ensure the survival of installation companies, but also to enable them to actively shape change and emerge stronger as a result.

Conclusion

The traditional role of security installers is undergoing radical change. What worked yesterday is often no longer enough today. With ‘The Circle,’ Bastian Fricke shows what a forward-looking response to these challenges can look like: through exchange on an equal footing, strategic development and targeted specialisation. The path is challenging – but with the right network at your side, the transformation can be mastered.