I will be negotiating for a large contract this Wednesday. I will be competing against four other guard companies for the contract. The prospective client wants to interview each company representative for 40 minutes. They will ask questions like how long have you been in business. I haven't been in business that long. What should I say? What can I do to impress the client? What can I do to compete against companies that have been established for quite some time?
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Be honest. You can say something like "the reason I (we?) started our company was because we saw these problems in the way many security companies operate." (list common issues) I (We) wanted to do this about it. Tell how you are different. Do not mention competitors by name. Emphisize the quality of your work, not how long you've been at it. You can also go into how long the senior staff has been doing security work, even if it is for others. How else would you have seen the problems that you fixed."Gun control, the theory that 110lb. women have the "right" to fistfight with 210lb. rapists. " Author Unknown
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Originally posted by Andy Taylor View PostBe honest. You can say something like "the reason I (we?) started our company was because we saw these problems in the way many security companies operate." (list common issues) I (We) wanted to do this about it. Tell how you are different. Do not mention competitors by name. Emphisize the quality of your work, not how long you've been at it. You can also go into how long the senior staff has been doing security work, even if it is for others. How else would you have seen the problems that you fixed.
Since you have not been in business very long, then I will assume the company is still small. If that's the case, point out how important a client they will be to you and how much attention and focus they will receive as opposed what they might expect from a branch manager of a national firm.
If you need some help with the pricing or a proposal, PM me. Good Luck!Richard Dickinson
Dickinson Security Management Group, LLC
DSMG Provides a Variety of Software Products and Consulting Services to the Contract Security Industry
www.hrdickinson.com
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From what we have all read, is there any doubt in your mind concerning the importance of this site to the security profession and all of us.
For those gentlemen, true professionals all, who have responded to the inquiry, you have brought credit upon the profession and yourselves.
Well done, home and tea!
Bill
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Like said above, dont talk down your competitors, talk about what you can do, talk about how your company is diffiernet, also point out important things like my company is the only company to offer such and such special services in the city if that be true(I.E. k-9 drug detection dogs, special education classes) if you have a good raport with the police department mention that too. bring up how your officers look professional and how your uniforms are outstanding compared to others in the industry where your at....... and such.Its not how we die that counts.....
Its not how we lived that counts....
all that matters is how we saved that one life that one time by being in the right place at the right time....
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Originally posted by UtahProtectionForce View PostLike said above, dont talk down your competitors, talk about what you can do, talk about how your company is diffiernet, also point out important things like my company is the only company to offer such and such special services in the city if that be true(I.E. k-9 drug detection dogs, special education classes) if you have a good raport with the police department mention that too. bring up how your officers look professional and how your uniforms are outstanding compared to others in the industry where your at....... and such.
Enjoy the day,
Bill
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Originally posted by UtahProtectionForce View Post...also point out important things like my company is the only company to offer such and such special services in the city if that be true(I.E. k-9 drug detection dogs, special education classes)Richard Dickinson
Dickinson Security Management Group, LLC
DSMG Provides a Variety of Software Products and Consulting Services to the Contract Security Industry
www.hrdickinson.com
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Wow, after reading the question I was going to reply, but you have already gotten all the advice I would have given you and more. Andy really hit the nail on the head. Focus on what you do right and the experience your team has in the field and you should do just fine.
Dave
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Originally posted by GordonSecurity View PostI would like to thank all of you for responding to my questions. All of your comments were very helpful. I made my presentation. Now, I am waiting for them to call me with the good news!
Enjoy the day,
Bill
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Originally posted by GordonSecurity View PostI would like to thank all of you for responding to my questions. All of your comments were very helpful. I made my presentation. Now, I am waiting for them to call me with the good news!Richard Dickinson
Dickinson Security Management Group, LLC
DSMG Provides a Variety of Software Products and Consulting Services to the Contract Security Industry
www.hrdickinson.com
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Never bash the competition. Don't be afraid to mention there name in a factual comparison, but don't bash them. Nothing turns me off more than when a potential vendor talks down a competitor. I won't do business with them after that.sigpic
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