My intent in attending ASIS 2017 Dallas this year was to talk with exhibitors that might have had products or services that were of interest to security guard companies. I intended to take that information and report back to you. But while I was there, I observed several things that I believe are more important than any of the exhibitors at the show. Consequently, I decided to talk about my 3 biggest takeaways from attending ASIS 2017. Continue reading
Welcome to the inaugural video in our CEO Interview Series. My daily duties here at OfficerReports.com bring me into contact with incredibly smart, talented, and ambitious security guard company owners. The depth of knowledge and insight that these CEOs possess when it comes to the Security Guard Industry and business in general never ceases to amaze me. In fact, many of the conversations that I’ve had have served as inspiration for many of our Continue reading
Is your security guard business struggling? Or, are you doing well but wondering if you could be doing even better? Are you sure you know what it takes to win and keep customers even when other companies offer a lower billing rate?
In this competitive market, you can use all the help you can get in developing your business to deliver maximum value to your customers at minimum cost. Over the twelve years that I sold Continue reading
What is the question that most security guard companies are afraid to ask themselves? The answer is “Should I fire this customer?”
The customer service truism dictates that the customer is always right, but as a security guard company owner or manager you know this is not always the case. Sometimes a customer is so wrong for your business that you need to cut them loose — and it’s important to know when it’s Continue reading
Unless you believe that ‘No news is good news’, I know how important it is to try to stay top of mind with your security guard company clients. I remember the occasional feeling of anxiety when things with a client had gone silent for a while. Those quiet times often lead to me thinking “I hope I won’t be getting a 30-day cancellation letter anytime soon.” But at the same time, I didn’t want to bother my clients unnecessarily if everything was going well. So how Continue reading
When I look back over my career in the security industry, some of my biggest mistakes occurred with firing and hiring of security officers. The hiring process from the outside seemed so simple, but in reality there are many things to consider including what to look for in an officer’s background, what the starting pay rate should be, or how to conduct a good interview. When you are looking to staff a post, you want to hire the best candidate for the job so conducting a good interview is absolutely essential. Generally speaking, during an interview you will want to find Continue reading
After a career running sales and operations for large service companies, Steve Jones joined Universal Protection Service, a small private security guard company operated by its original owners. He was bullish on the industry as a whole and looked forward to trying something new.
After a few years those owners wanted to retire, and Jones and a partner bought them out. Over the years they grew the company organically and through acquisitions into what is now Continue reading
Growth is on the mind of every security guard company owner — but a being bigger company isn’t always being a better company. Smaller companies enjoy several advantages in the security guard industry, but they have to know how to leverage them. And when you do grow, you have to do it in a way that you don’t overextend your resources. “Everyone wants growth, but revenue growth for the sake of revenue growth is Continue reading
I remember very clearly the first time that I saw the results of a bid where every bidder was required to submit their company cost (i.e. Unemployment rate, uniform cost, workers comp, etc.) to show how their billing rate was calculated. I also remember the shock of comparing my company’s State Unemployment Tax Act (SUTA) rate against some of the other bidders. I thought that something had to be wrong with our rate because it was noticeably higher than Continue reading
As you already probably know, it can be extremely difficult to stand out as a security guard company in the security industry. It is a fairly straightforward business, and many people still mistakenly believe that simply “providing good service” is enough to win new clients.
If you truly want to be successful, you will have to identify and develop your company’s USP (Unique Selling Proposition). Developing your unique selling proposition is a two-step process: 1) Identify your Continue reading