Leigh Charles, UK Partnerships Director at Guardhouse, reflects on how an unlikely path into tech and security shaped the way he’s built the business. By sharing his journey, he offers a personal introduction to Guardhouse, its values, and the way he approaches working with partners.
When we launched Guardhouse in the UK five years ago, I was entering an industry I knew very little about. I’d never worked in tech or SaaS, and I wasn’t coming from what you’d call a typical startup background. What I did have, though, were values shaped long before Guardhouse – and those have mattered more than anything else.
I grew up in Cornwall, a place built on pride, hard work, honesty and community. Reputation means something there. Whatever you do, you’re expected to do it properly.
Straight out of school I worked as a labourer, and I remember wanting to be the best labourer on site. That mindset has followed me ever since. Whether it’s manual work, sales, or building partnerships, how you approach the job matters.
My early career was varied, but sales quickly stood out. I cut my teeth in telesales, selling corporate water cooler subscriptions. It meant long days, plenty of rejection, and learning resilience the hard way. That experience was invaluable.
Even now, when recruiting, I always look for people who’ve done time in the trenches. You can teach product knowledge, but work ethic, creativity, and resilience are much harder to instil.
I later moved into property, eventually becoming a partner in one of Cornwall’s largest estate agency firms.
That taught me a very different style of selling – one built on trust, relationships and understanding what really matters to people. Ultimately, you’re selling a vision and a future, not just a product. That’s what I’ve always enjoyed most about sales.
Those lessons shaped how we approached the UK launch of Guardhouse. Before trying to sell anything, I focused on learning – learning the people, the industry, and the challenges they faced. We asked for help, were honest about what we didn’t know, and listened. That approach built trust and credibility far faster than any pitch ever could.
As Guardhouse has grown to support over 500 companies, it’s become harder to maintain the same level of face-to-face contact. Industry bodies such as the BSIA, UKCMA, NASDU, FSOA and IPSA have been crucial in staying connected, informed, and engaged with the wider industry.
Staying grounded has become increasingly important as the business has grown. I’ve been really encouraged to see mental health taken more seriously across the security industry. Dave Fullerton, CEO of Professional Security, deserves particular recognition for the work he’s done to push this conversation forward and challenge long-standing attitudes.
For me, perspective comes from my family. I’m incredibly lucky to have a large family and two wonderful daughters. Ambition is important, but so is balance. Working nonstop might deliver short-term gains, but burnout helps no one. Downtime isn’t indulgent – it’s essential.
Another lesson I’ve learned is that people are everything. Good recruitment has been fundamental to our success. The best leaders are the ones who hire great people and empower them. Everyone we’ve brought into Guardhouse embodies our values and represents the brand every day.
Finally, I believe strongly in celebrating success. There will always be another target or milestone, but taking time to recognise progress matters.
Looking back, launching Guardhouse in the UK wasn’t about being an industry insider. It was about values, resilience, relationships and people – lessons that apply to any leader starting out on their journey.
Leigh Charles
UK Partnerships Director
Guardhouse is an end-to-end workforce management platform built specifically for UK security companies, combining scheduling, time and attendance, compliance, incident reporting and client reporting in one system. It is aimed at contract security providers who need to manage guards across multiple sites and clients, ensuring SIA licence compliance and clear evidence of service delivery.
