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Managing Contract Security Services: A Business Approach.

This manual is attractively packaged, well organized, and easy to read. The author has made an impressive effort to address the age-old problems of training, scheduling, turnover, standards, and bottom-line results as they relate to contract security services.

Dalton has strictly applied sound business practices from an academic point of view to the issues of cost-effectiveness, profitable marketing results, and in-depth organizational responsibility. He has examined adequate security staffing and the appropriate level of security to reasonably protect corporate assets and provide a risk-free environment.

The successful security director or loss prevention executive understands that in today's world, he or she must find ways to operate smarter and as managers to become more business oriented.

Having set the business stage, Dalton moves on to "managing the conversion process," which is really nothing more, once the decision has been made, than switching from proprietary or no security officers to contract guard services.

Dalton takes what is usually a rather simple process and changes it into a complex situation requiring an in-depth management analysis. He discusses contracts and request for proposals (RFPs) and what each should contain along with forms to assist the reader.

Dalton touches on billing rate profiles, the announcement letter, quality standards, company questionnaires, and the low-bid approach and how all these interact in a business approach.

One section has 20 pages devoted entirely to "the RFP package" and what it should contain and hopefully accomplish. Dalton suggests that corporations not wait any longer, while the debate over security standards continues, but move on and establish their own standards.

This is a noble statement, but he needs to recognize that corporations have helped contribute to the delay of standards by insisting on, and accepting, low-bid contracts with their poor performance and high personnel turnover.

Dalton's strongest section is number four, where he addresses the model contract and its contents. In 30 pages he describes the subject matter that should be included in the contract, including terms of agreement, the relationship between parties, standards of conduct, and requirements for hiring.

Dalton contends that the use of his contract as a guide by the security industry and the business community will go a long way in helping to establish a national standard for contract security. The two major requirements that will start this process are finding a common ground for both the client and the contractor and establishing a commitment to quality service by both the contractor and the security manager.

After reviewing the contract, I agree with Dalton that the use of this contract would be instrumental in helping to establish a national standard. It will also help today's contract security manager become a more effective business manager.

The sections on the RFP and the contract are the heart of this manual and would be beneficial to both the security decision maker and the contract security manager.

Reviewer: Allen H. Crawford, CPP, is president of Allen Crawford & Associates Inc. in Pembroke Pines, FL, and a member of ASIS.
COPYRIGHT 1992 American Society for Industrial Security
No portion of this article can be reproduced without the express written permission from the copyright holder.
Copyright 1992 Gale, Cengage Learning. All rights reserved.

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Author:Crawford, Allen H.
Publication:Security Management
Article Type:Book Review
Date:Sep 1, 1992
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