Professional Progression: Chris Hardy – Building Relationships, Driving Value
Professional Progression: Chris Hardy
In this edition of our Professional Progression series, we feature Chris Hardy, Head of Sales for Guarding & Events at Professional Security. He reflects on his two-decade career in the security industry, from his early days in IT security to his current role leading growth and client partnerships across the Guarding & Events sector.
A Career Built on Curiosity and Challenge
“My journey into the security industry began over 20 years ago. I initially worked in IT security before joining Initial Security as an area sales manager, despite having no prior experience. What drew me in was the complexity of the sales process and the variety of customers across different industries. Every day brought a new challenge and a chance to learn, which kept things fresh and engaging.”
That sense of variety and the chance to build long-term partnerships that deliver real value – has kept Chris motivated ever since.
“No two days are ever the same. There’s always something new to learn, someone new to meet, and a new challenge to tackle.”
A Day in the Life at Professional Security
Today, Chris leads sales activity for Professional Security’s Guarding & Events division. His role focuses on expanding the customer base, building strong relationships with stakeholders, and shaping tailored security solutions that meet real operational needs.
“My role is both varied and exciting. From speaking with new prospects to working with colleagues on how we can refine our service offering, each day gives me a chance to add value and strengthen partnerships.”
Adapting to an Evolving Industry
Reflecting on how the sector has changed, Chris points to the introduction of regulation and individual licencing as a major turning point.
“Initially, this was a welcome move that raised standards and improved the calibre of officers. However, in recent years the market has become highly competitive, and service quality often loses out to cost. Because of this, we’ve had to adapt by finding new ways to add value and by developing service offerings that go beyond the basics. This helps customers understand the real benefit of investing in quality.”
The Reward of Making a Real Impact
When asked about the most rewarding part of his role, Chris doesn’t hesitate.
“It’s seeing the direct impact our solutions have on clients’ operations. Knowing that our work contributes to their safety and success is incredibly fulfilling. I also value the long-term relationships we build. Understanding a client’s changing needs and responding with tailored, value-driven solutions is what makes the role so rewarding.”
Words of Wisdom
Throughout his career, Chris has held onto a simple but powerful piece of advice:
“Chase the success, not the money – and treat everyone with respect.”
For anyone looking to progress from a frontline security role into management or specialist positions, he offers clear guidance: “Stay curious and proactive. Take every chance to learn, whether that’s understanding the wider operational picture, shadowing other departments, or asking questions outside your role. Build strong relationships, be reliable, and show initiative. If you can find ways to add value, people will notice.”
A Personal Note
Beyond work, Chris dedicates his spare time to supporting the Leeds Teaching Hospitals’ Renal (Kidney) Unit. He shares his own experience with kidney disease, treatments, and transplants to help those preparing for dialysis.
“It’s something that keeps me grounded. Being able to support others who are facing what I went through gives real meaning beyond work.”