What IsValue Added

For Security GuardCompany Clients?

P R E S E N T A T I O N B Y :

As a security guard company, you are probably plagued by

decreasingmargins

low billingrates

much of which can be attributedto the commoditization of

security guard services.

Decommoditize

A strategy used to wrap additional services or products

around a company’s current product or service offerings.

Any Product or Service

So exactly what is“Value Added”and how does itapply to yoursecurity guardcompany?

Defined by Investopedia.com:The enhancement a company givesa homogenous service that gives it

a greater sense of value.

In the security guard industry,

it has come to be defined as

providing your client with a

service that has high value to

them, but is of low cost to you.

A value added service should beseen by your customer as an

additional advantagethat gives them something

they need or are searching for.

Ultimately, value added services make your company seemmore like a partner than a service provider to your clients.

Keep in mind...

Service providers can be easily substituted for,but partners are more difficult to replace.

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C o s t : $ 0T i m e : 4 5 M i n u t e sExample 1

Value Added

Try developing a quarterly crime analysis usingcurrent crime stats from your local policedepartment.After developing this analysis, schedule some time to walkyour client through it and discuss any necessary changes toyour security procedures.

Develop a quarterlycrime analysisIf your local police department does notallow access to crime information via theweb, try finding local crime information onwebsites like MyLocalCrime.com and theFBI Uniform Crime Report.

Example 1 Tip

C o s t : $ 0T i m e : 2 0 M i n u t e sExample 2

Value Added

Another example of a low or no cost value addis customization of current supplies to fit theneeds of your clients. As a value added service, try working with your current staffand vendors to customize your services to fit the needs ofyour clients.

Customize currentsupplies for clients

uniforms, current reporting, and training.

Example 2 Tip

Start by looking at

C o s t : $ 0T i m e : T B DExample 3

Value Added

One of the primary rules of sales is to listenmore than you talk with prospective clients.

But just as important, once that prospect becomes a clientyou must keep listening. By continuing to listen to your client,you can discover unmet needs that they may have.

Listen more than youtalk with prospectsAs a value add become the “Go-To-Guy”for meeting your customer’s safety orsecurity needs.

Whatever the customer’s needs are, lookto be a partner in filling them.

Example 3 Tip

Remember, if you are usingvalue-added services to differentiate

your service you must invest in

buildingdeveloping innovating

those services continually.

Although your competitors maybe capable of copying one

particular value added service,it will be nearly impossible for

them to copy them all.

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