Commercial security contracts are among the most coveted in the industry. Not only can they usually pay more, they tend to represent fewer headaches. With a multi-housing or HOA account, there are hundreds of people who might have a complaint at any time, and your officers have to wear a variety of hats depending on the circumstances.
With a commercial contract, the number of people you have to please is much lower, and officer responsibility is limited more towards guarding valuable assets and protecting against liability. Since these accounts are so coveted, they tend to attract some of the fiercest competition.
Whenever we ask potential customers about their target market, we always seem to hear about the desire to go after commercial accounts, so we decided to present our list of the four best tips for making your proposal stand out to a potential commercial contract.
Have A Plan For Slip, Trip, And Fall Cases
The average cost of a slip, trip, and fall accident is $22,000, and Johnny has had a former client that spent over a quarter of a million defending against these cases in 2014 alone.
Given those costs, preventing these cases is going to be a high priority for just about any significant commercial customer you take on. Presenting an active plan and showing them that you can be a knowledgeable partner in preventing these accidents will give customers a concrete example of how you can add value.
When you’re submitting the proposal or doing an initial property walk, take the time to mention how your officers can look out for issues such as
- Spills on walking surfaces
- Ice, rain, or snow
- Loose mats or rugs
- Boxes and containers
- Poorly lit areas
- Uneven surfaces or raised curbs
Just showing that you have a plan in place, such as regular checks for these issues or a handbook in place that tells officers how to identify and handle these situations, will be a big point in your favor.
Coordinate With The On-Site Team To Become Part Of The Vendor Network
Every commercial property is going to have a number of other on-site vendors, including
- Elevator service
- Parking lot sweepers
- Maintenance teams
In fact, your officers might end up spending a lot more time interacting with these teams than they do with the property manager, who won’t always be on-site. We’ve already talked about the benefits of working with the maintenance team, and those same benefits apply to all the other vendors. Showing the property manager how you can make his or her life easier in areas unrelated to security will be a big selling point.
Not only that, these landscapers, electricians, and sweepers probably work with a number of other commercial properties, and impressing them can be a good way to win some valuable referrals.