A few weeks ago, I took on a new challenge—developing a business strategy for Merit Security, a company that specializes in Technical Surveillance Counter Measures (TSCM). It’s an industry that operates in the shadows, protecting businesses and individuals from espionage, eavesdropping, and security threats most people don’t even realize exist.
And here’s the catch: This market is one of the toughest to modernize
The challenge: An old-school industry with no playbook
The TSCM industry is highly conservative, discreet, and deeply rooted in traditional practices. Unlike tech startups, SaaS companies, or even cybersecurity firms, there’s no abundance of market data, no playbook for scaling, and no clear path to business transformation.
Most companies in this space operate with word-of-mouth referrals, government contracts, and private networks. They don’t advertise aggressively, and they rarely innovate in business strategy. It’s a tight-knit, old-world industry, and that’s precisely what makes this project so interesting.
Breaking new ground
So how do you build a scalable and sustainable business strategy in a market that resists change? That’s the puzzle I’m solving right now.
• How do we position a TSCM company for long-term growth in a world where traditional sales and marketing strategies don’t work?
• What role does technology play in modernizing service offerings?
• How do we educate potential clients who don’t even know they need TSCM services?
These are just some of the questions I’m tackling as I dig into the market, analyze the competitive landscape, and look for new ways to drive revenue and expand business operations.
Why this project excites me
I thrive on solving complex business problems, and Merit Security’s challenge is exactly the kind of project I love—a real opportunity to rethink an industry that’s been operating the same way for decades.
There’s no easy path, no case studies to follow, no guaranteed formula for success. But that’s what makes it worth doing.
Over the next few months, I’ll be working through this challenge—experimenting, strategizing, and designing a business model that works without compromising the discretion and integrity that define the TSCM industry.
If you’re interested in following this journey, stay tuned. I’ll be sharing insights along the way.
And if you have thoughts, questions, or ideas about strategy in hard-to-scale industries, let’s talk.