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
Managing a security guard company isn’t easy: High-stakes situations can go bad quickly, and after an incident occurs, both you and your client will be looking for answers. As a result, understanding the liabilities associated with having an incident at your clients’ sites are a key part of protecting your business.
“Just because you’re a former cop doesn’t mean you understand liability,” and that lack of understanding can put you at risk of losing your clients, your reputation, and your business says John Roberts of J.R. Roberts Security Strategies.
Jay Abiona started as a security officer in 1990, and he moved up through the ranks until he was a regional loss-prevention director for a Fortune 100 company. After tiring of the corporate world, he started his own security company that focuses on a better experience, both for its employees and its clients. That approach has won Credible Security Solutions some plum assignments, such as providing security for major events such as New Year’s Eve in Times Square. Continue reading
Owning a security guard business means putting out a lot of fires — an unhappy customer who is missing an incident report, an invoice that is 90 days past due, and a field supervisor position you need to fill hanging over it all. It is easy to get stuck in a cycle of putting out fires, but that makes it hard to actually move your business forward and grow.
I was recently introduced to W. Edwards Deming’s 14 Points of Management and have become a huge fan of those principles, especially No. 5. Principle No. 5 states “Improve constantly and forever the system of production and service, to improve quality and productivity, and thus Continue reading