There is nobody in a leadership position in any UK security service providing company that will honestly tell you that being successful is easy. Truth be told, outside of the top 100 or so earning companies, one major contract won or lost, can be the difference between staying in business, and failure.
There are thousands of security companies in the UK, and this number seems to be growing on a daily basis. A delve through the records of Companies House is an eye opening experience. What we do not have in the UK is a hugely expanding pool of potential customers.
This explains all too well the desperation for companies to recruit “talented” business development managers. Salespeople, to most of us. But even the best sales team can not create business on demand. Most potential clients are going to be somewhere in the middle of 3 or even 5 year contracts with their current security companies. Expecting a new business development manager to start bringing in new clients within a year of starting is naive and hugely unrealistic, despite the desperation that may have driven their employment in the first place, or the huge salaries that they can command.
Throw into the mix the plague the industry has faced in the last 10 years or so. Rogue companies willing to exploit labour, pay sub-minimum wage salaries to off-the-books workers, with dubious training credentials and suspect UK residency status, and genuine bona fide employers are facing an uphill struggle, as competing with charge rates that would never allow legitimately employed security staff to be deployed, is an all too common reality. Roll on security company licensing!
In the meantime, how can an ethically run security company survive?
Build Resilience
In the good times, company directors may succumb to the urge to draw down huge dividend payments. Who wouldn’t like to get up in the morning and have to choose whether to take the Bentley or Range Rover to the office? When the company is facing financial difficulties, however, very few employees will be too impressed when staff are being made redundant, and the CEO is still rolling up in his £200k motor (you know who you are).
Of course, enjoy the fruits of your labours, but build a financial war chest. Funds that can be used to help the company get through tough times. Money that can bring on board new key staff. Money that can be invested in ideas that will make the company more efficient in the mid to long term. A sum of money to use as insurance against future business difficulties. But everything is going great, and you don’t need to do that! As soon as that mindset sets in, you can guarantee that the unexpected will happen and what was plain sailing on Monday, has become a fight through the rapids of disaster by Thursday. Resilience is simply planning on how to deal with the unexpected and weather the storm when it comes.
Diversify
I have had the chance to do some consultancy work with several excellent London-based security companies recently. They are all expanding. I’d love to take the credit for that, but alas, they all have excellent and clever management. All of these companies have one thing in common. They are branching out and expanding the services they offer.
A pretty standard looking security guarding company with a decent reputation does a lot of event work. Seeing how events operate, they have started a division providing qualified medics. They have another team consulting, installing tech solutions and providing experienced CCTV operators wherever required. Hearing that clients were not happy with the levels of basic mandatory SIA training, to ensure their standards were always top-notch, they even started their own training company. They can supply stewards, cleaners and even catering staff! You get the idea.
Another great company built its core business supplying fire watch wardens that were needed so badly after the awful Grenfell tragedy. It then got involved with a lot of local authority initiatives, networking, going the extra mile, and being able to say, “Yeah, we can do that for you” whenever any guarding, mobile patrols, event security work, or new short notice contracts came along. Local businesses also started to engage and work expanded.
To take advantage of opportunities, be flexible, move rapidly, make friends and network with business groups.
Recommended Read: Benefits of Flexible Security Staffing
Take Expert Advice
In my consultancy role, I have a lot of companies come to me either trying to break into the security industry, or looking for ideas to solve problems and address business pain points that they are experiencing. Much of the time, the problems they are facing are things I have come across in over 3 decades in the field. A lot of the time, companies that have little experience in the security industry haven’t considered the legal compliance issues that they may experience or the hurdles they may encounter in proceeding with their plans. It is my job to identify these potential issues and either create potential solutions or find a path around them.
Seeking external advice is not an admission of failure. It signals a willingness to explore new thinking to get the job done. Please do your homework, though. I am not a specialist consultant. I provide security industry business guidance. There are different experts ready to help in a range of fields and disciplines, but get recommendations before you enter into any agreement. Be warned. Most consultants will want payment upfront for a specific service, or monthly in advance for ongoing client relationships. Their time is valuable, they don’t need to work with you, and they are not going to accept any 60-day payment terms.
Build a Positive Reputation, Fast
Brand awareness is important for any company looking to grow. You don’t have to be popping up on the Infologue top 100 earning security companies list to make a positive impression, however. Get your social media game on point! LinkedIn, Instagram, X and Facebook, in that order of importance, need to be actively managed with regular posts of positive and interesting content.
Get out and about. Sponsor awards at big industry events if the budget allows. Attend all the Expos and Conference you can. Make sure you have senior people who are active members of the IPSA, IFPO, the Security Institute and ASIS UK and are happy to bang the gong about how great your company is. There are very few real “influencers” in this industry, but getting someone to make connections and introductions for you, as well as amplifying your social media content if they have a large professional security following, can be advantageous.
Looking at advertising? Always consider what will reach your intended clients. Want to sell alarm response services to wealthy residential markets? Consider Country Life rather than Professional Security Magazine. Looking to work with FM companies? Look at events and publications for their sector. Seems like common sense, but so many companies get it horribly wrong.
Recommended Read: Top Security Industry Influencers
Final Thoughts
Surviving in the UK security industry requires resilience, diversification, and a commitment to ethical practices. By leveraging technology, streamlining recruitment, and ensuring compliance, security firms can stay competitive. GuardPass simplifies this process, connecting you with vetted security professionals and offering the tools needed to build a strong, sustainable business. Sign up today!
Whatever you do and however you choose to run your business, please do not succumb to the temptation to cut corners, drop standards, or avoid the genuine costs of doing legitimate business by joining the ranks of the rogue traders out there. I wish you luck, and I’m always available if you need a push in the right direction.