Simon’s contention – which I feel may be summarised as “all guarding companies are basically the same” – and his challenge to us all to demonstrate our differences takes the discussion into this grey area that is ‘added value’. I take on board his theme, but would argue that returning risk to the heart of the security strategy is the best possible form of added value.
I don’t doubt that when buyers issue invitations to tender based on a tightly written service specification, they see very similar responses from each guarding contractor.
On behalf of my industry, I will say this. By viewing each security contract in a different way we come across as unique and, also, by carefully evaluating our customer’s risk portfolio and recommending the best possible countermeasures. I believe we can become intelligent, professional security companies who genuinely offer added value. That added value comes in the form of specialist, considered advice.
I will concede that, at present, there aren’t too many companies like that in existence.
Tim Whitfield
Group Sales and Marketing Director
