Here is how to secure security contracts as an investor in this line of business.
A lot of security guard companies have ceased to exist due to one major reason; the lack of contracts. This shows it isn’t enough to start one. You must also figure a way to get these contracts.
Creating demand for your service is what this article is about.
Steps To Getting Security Contracts
We will be discussing the various practical ways to go about getting these contracts. By the end, you should be able to know what exactly is required of you.
Registration And Licensing
One of the first things you must have is a registration and licensing for your security company. How is this important to get a contract? It’s very important. Registration and licensing make it legal to operate your security company.
Clients will always want to know if your business is registered and licensed.
States may require that your security company get more than one type of licensing. This criterion may differ from state to state. In any case, you’ll need to follow through the guidelines set forth by your state and or municipality.
Although we aren’t discussing how to start a security company, it will be necessary to highlight the things you must have to get registered and licensed.
You need a business plan, payment of an application fee for licensing, undergo a criminal background check, in some cases, a security officer’s license may apply. This includes a manager’s license, completion of a course or program, job experience evaluation as well as sitting for an exam.
Now, enough of the requirements. Let’s consider additional ways to get security contracts shall we?
Standing Out
What does this mean? It simply means the ability of a security company to distinguish itself from the crowd. The security industry is saturated. As such, competition is quite intense. You’ll need to demonstrate or a better understanding of clients’ needs. However, it all begins from the moment you land your first client.
Remember that the client will want to assess your level of professionalism from the moment the security contract is awarded. Therefore, you want to give in your very best. In other words, you want to demonstrate that the information provided when bidding for the contract is an exact picture of what to expect.
Why is it necessary to go through the pains? Because you are a professional and should fulfill your contractual terms.
However, there’s another equally important reason; and that has to do with maximizing the referral process. You’ll want your clients to refer your business to their friends, colleagues, neighbors, and family.
This right here is an effective way to get security contracts.
Provide Value
A client wants to know that a security company isn’t just present but is also actively keeping watch. One of the ways to provide value is by having a security plan. This shouldn’t be mistaken with your business plan though. The basic elements of a security plan include observing, mitigating and detailed reports.
Your plan is developed according to the situation on the ground. The situation on ground refers to the client’s home, what needs to be watched, who or what is under considerable risk or threat among other things. You want to also know the perimeter of the property of you are securing.
Being able to demonstrate that you’re fully invested (which you should be) in ensuring your clients get maximum value will attract more clients. How? Through referrals. Some clients might decide to extend your contract indefinitely or patronize your business again if they ever need security service.
Networking
This is an important part of the process when hunting for contracts. However, more than that, networking helps you keep up with new information that wouldn’t be available outside of the circle. When we talk about networking, we are referring to mutually beneficial alliances between security experts.
There are various ways to network. Some of the most common include face-to-face interactions at social events, security industry association (of which you must be a part of), as well as conferences. These are likely areas you can meet with industry experts. Such gatherings present an opportunity to infuse yourself into happenings. You will need to introduce your security business too.
Tips on finding security contracts will be shared freely too. Plus, clients are most likely to give your security company a contract when referred by another security professional. Networking might come off a bit strange to you if it’s your first time.
However, don’t back down. It’s only a matter of time before it becomes second nature to you.
Focus On A Niche
Isn’t this obvious, unfortunately, it isn’t. There are struggling security companies that hardly get any contracts because they have no focus. This is crucial because clients will want to know what type of security services you offer.
Telling the client you’re good in all sorts of security won’t impress them. Remember, the client isn’t dumb most of the time.
So, in choosing a niche, you may decide to focus on on-campus security, high-end residential clients, car dealerships, daycare centers, and so on. Looking for where the money is? Focus on a niche. Your experience in an area or multiple (1 or 2) niches of security gives you an added edge and credibility before potential clients.
When you think you’ve made sufficient earnings in your chosen niche, you may then decide to venture out. Trust me, at this point, the experience gotten from your niche area will be of great help in navigating your way to contracts in the new niche.
Final Thoughts
Getting security contracts requires steadily building a client base. Each contract you get holds enormous potentials for a further inflow of contracts by way of referrals and repeat patronage. Never misuse any opportunity you get. You’ll want to exceed your client’s expectations.
Properly implementing the above points will surely create a steady flow of security contracts.
