Choosing the Right Security Services Vendor; Negotiating the Best Deal

A poor vendor choice or sloppy contract negotiation for security services can wreak havoc on a corporate security department. Horror stories abound about poorly performing guard services providers, systems integrators or security consultants – and about wasted expense that could have been prevented by clear contractual specifications.

Changing vendors and negotiating new security services agreements don't happen every day. So, the hard-won experiences of respected peers in selecting and negotiating with services firms, the mandates they’ve adopted, and the mistakes they've learned to avoid, will help you make smart choices.

Listen as our panel of veteran corporate security leaders share their best practices during separate sessions on screening and negotiating performance terms with providers of guard services, security systems integrators, and consultants needed for specialized projects such as creating emergency response plans or workplace violence policies.

You’ll gain useful, time-tested new tactics in areas such as:

• Obtaining references – and asking the right questions - that will give you a realistic view of a vendor.
• Keeping bids, low and high, in proper perspective, to make sure your company gets what they pay for and doesn't pay a higher price for substandard services.
• Putting a schedule of deliverables and deadlines in the contract and making sure the firm sticks to it.
• Containing costs so that your company doesn’t get socked with unanticipated add-ons.

Our panel includes:

Jacques Andersen, is president of AraLimo, a Belmont, Mass.-based consulting firm that specializes in security vendor management and operations consulting. In his 18-plus years in security and law enforcement, Jacques has advised numerous contract and client organizations on operations and practices and performed hundreds of security assessments for both Fortune 1000 companies and other organizations.

James Connor is lead principal at N2N Secure, a San Jose, Calif., consulting firm that specializes in security systems integration engagements. Previously, he was responsible for the design and implementation of global strategies for technical security systems at Symantec.

Ron Morris is senior director of protective services for the Cincinnati Children’s Hospital Medical Center. He came to the hospital in 1993 as associate director of protective services after working for several years in security for an Indiana hospital and for Walgreen Co. and as a special agent with the Illinois Department of Investigation. He holds a CPP and several other security designations and has co-authored a number of professional articles.

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TELECONFERENCE CD
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