In most cases, security is viewed as a cost center. And buyers are more cost sensitive than ever...
Which means that companies competing on quality of service (rather than price) have to communicate value both in the sales process and on a monthly basis after the account is secured.
And that’s where the security summary report comes in.
What is a Security Summary Report?
A security summary report helps the buyer understand all that goes into providing a quality service. When done correctly, the summary should provide data and insight into the security program.
A summary report can be different for every company and post. But a quality report will include 3 items:
- Account for all of the routine, preventative measures taken. This includes all the property tours, positive contacts, supervisor visits, on-site training, and anything else your team does to add value at the property.
- Account for any of the cautionary items that were discovered. Any open door found, slip/trip/fall hazard, broken lights or sprinklers, after-hours facility use, etc. These aren’t the items you call your client about overnight, but they’re valuable discoveries that should be noted in the summary.
- Account for all incidents. Pretty straight forward here. Any incidents that happened on site should be included in the summary as well.
Here is an example of a summary report created using Silvertrac's incident reporting software:
Now that you know what a summary report is, let’s talk about why you should make these reports a part of your standard client communication.
#1 Proof of Value & Quality
The security report is valuable because it is tangible proof of the quality service your company is providing.
When there is a decrease in reported incidents, the last thing you want is for clients to reduce the budget or service hours. So it’s important to show the correlation between the service you provide and a decrease in incidents.
It also helps justify the budget. If competitor walks into your client’s office and offers $2 less per hour on the guard rate, you want them feeling confident in the service you provide.
The summary report is a critical part of winning the confidence of your clients.
#2 The 10,000ft View
The security incident report provides your clients with a big-picture view of your service as a valuable resource.
Look at the report as an opportunity to showcase exceptional service by providing not only the day-to-day guard management details but also an overview of the long-term results.
An incident summary report gives the customer a macro view of the security team that is rare for most operations, which means it’s a simple way to stand out and boost retention.
#3 Fueling Referrals and New Business
Quality summary reports will develop trust and strengthen your client relationships.
As you demonstrate reliability and effectiveness over time with these reports, your clients will more than likely refer you to their colleagues and serve as a reference in future bid processes.
For example, a quarterly summary report is a powerful way for a local property manager to share the benefits of your service with the regional manager or property owner.
It takes reviews and referrals from being subjective to objective.
Don’t just say that you’re the best security option, show it with your security summary reports. A security summary report is essential because you can:
- Prove the value and quality of your service (and justify a higher hourly rate)
- Provide a 10,000 foot view of all that your team does
- Give your client quantifiable data that’s easy to share with managers and colleagues
Silvertrac delivers security summary reports in two easy clicks and displays not only the incidents but also measures that are taken to prevent new incidents from occurring. Our technology makes it simple to compile a comprehensive report that will stun your clients without all of the back-office work that is typically involved.