RiskUKSeptember2017

The Changing Face of Security Services: Procurement
Human Resources:
The Finance Factor
When procuring security guarding services, organisations need to ensure
that the solution they choose is cost-effective, proportionate to the risks
assessed and meets the needs of all parties. For the benefit of Risk UK’s
readers, Cardinal Security’s sales and marketing director Kerinda Trigg
recently chatted with leading procurement consultant Neil Birkbeck about
the key considerations involved and how to arrive at the best outcome
The Regulator for contracted guarding
services in the UK is, of course, the
Security Industry Authority (SIA). Security
officers are required by law to hold an SIA
licence. When focusing on procurement, end
users must ensure that the company providing
security solutions only uses licensed officers.
The SIA also manages the voluntary Approved
Contractor Scheme (ACS) for security guarding
companies. ACS is a relevant factor in choosing
your security guarding solutions provider.
Member guarding companies of the British
Security Industry Association are required to be
inspected by an inspectorate that is itself
United Kingdom Accreditation Services (UKAS)-
accredited. Inspections of security businesses
will focus on ISO 9001 and relevant British
Standards. Ensure that the guarding company
you choose for your security provision is
inspected by a UKAS-accredited inspectorate.
Where applicable, your selected guarding
company should be working towards – or
already have – the following British Standards
embedded in its third party inspection regime:
BS 7499, BS 7858 and BS 7984-1.
In terms of financial probity, does your
security guarding company have three years’
worth of audited accounts under its belt,
evidence of a PAYE scheme and VAT
registration? When it comes to insurance,
buying end users should look for evidence of,
for example, employers, efficacy, public,
wrongful arrest and loss of keys insurance.
For his part, Neil Birkbeck is a procurement
specialist boasting a proven track record in
purchasing excellence through working with
leading private sector companies including
B&Q, Care UK, Johnson Controls, EMCOR, HCA
International and BMI Hospitals.
In essence, Birkbeck’s extensive expertise –
gained over many years of operating in the
procurement arena – helps clients when it
comes to structuring the best possible options
for indirect purchases.
Kerinda Trigg: In helping us to understand
the world of procurement, what do you
believe to be the customers’ pain points?
Neil Birkbeck: Procurement involves more than
just the purchasing of products and services.
Selecting vendors, establishing payment terms,
strategic vetting, selection and the negotiation
of contracts are all facets that can enable the
best solution to be implemented.
It’s no surprise that individuals at executive
and Board level are more likely to identify cost
reductions as a top challenge. This is in
contrast to those charged with procurement,
who will need to look at other factors such as
matching capabilities with requirements and
finding cost-effective suppliers who offer speed
of response, good communication and ‘added
value’. Buyers shouldn’t create a situation
where there’s only short-term advantage to be
gained rather than a long-term relationship.
With security guarding, establishing a ‘like
for like’ comparison between service suppliers
can prove difficult. The industry is incredibly
price competitive, so it’s important to work out
a way in which to strip things back and
establish the monetary figure a supplier keeps
as profit. Then look at issues such as, for
example, shift fulfilment. Is your chosen
solution provider going to be able to ensure
that adequately trained, knowledgeable and
skilled people are on the ground at all times
and not rely on agencies to fill positions?
Kerinda Trigg: Focusing on procurement,
what’s the best strategy to adopt for any
security company selling its services?
Neil Birkbeck: As a procurement consultant, I
want an easy life. On that basis, my advice
would be to make the whole process as simple
as possible and keep it clear.
Service providers should take the time to
understand a potential client’s business, offer
to make a site visit, talk to relevant parties and
then make recommendations based on their
Neil Birkbeck:
Procurement Consultant
33
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