Too often I talk with security companies whose owners and/or managers believe that any company that provides security guards are their competition. This is especially true of small to medium-sized security companies. If you are one of those owners/managers let’s see if I can change your frame of reference a bit. As a foundation for this Continue reading
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
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
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
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.
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