How-to Hire The Right Bodyguard Clients: Three Tips Every Security Company Should Know

Every security company that supplies bodyguards in Atlanta has been there at one

time or another: That late-night phone call or email from a client who needs executive protection ASAP!

Most companies are thrilled to get the call -- and they're anxious to get the business. So anxious, in fact, that the mere prospect of getting what could be a lucrative contract, is enough to make any security company in Atlanta ignore sound business practices and "chase" the client.

But, before you do anything else, keep these three tips in mind.

1. Never negotiate without a contract. Those late night calls or last minute clients are a fact of life in the fast-paced executive protection and bodyguard business. You never know when you may get a call for an out-of-state or even international detail. There is a high threat level, clients need protection -- often at the last minute -- and they need it now. But, don't let the last-minute nature of the business prevent you from practicing smart business practices.

Often, clients will contact you with a request for services. Typically, you have no idea if they are "fishing" for prices and aren't serious about hiring you, or if these clients are ready to do business.

A quick way to determine what type of client they are is to limit the time of the introductory conversation to no more than 10-15 minutes. You want to get a basic understanding of their security needs -- nothing more and nothing less.

Remember, time is money, especially with a potential client that you have not gotten into a contract yet. Once you get a clear understanding of their detail, you should immediately proceed to go ahead only if you get a signed contract. Clients that are just fishing around for quotes won't sign it because they aren't serious about selecting a provider and don't want to be held legally liable for a service they never planned to get in the first place. Those who do sign it are serious about moving forward.

I've learned to operate my business this way after I began to receive a number of calls from people with requests for bodyguards and executive protection -- often at a moments' notice.

I'd quickly scramble to gather the agents they needed, only to have that potential "client" flake out on me. I'd waste unnecessary time and resources gathering agents and coordinating schedules only to learn that the person wasn't serious about hiring my firm in the first place, or had changed their mind about the detail.

This would even occur with out-of-state details, with driving details that would often be a logistical nightmare. Now, I won't move beyond a 10-minute conversation without a signed contract. Only after they have signed a contract -- followed shortly by payment -- is when you need to worry about staffing details and arrangements.

Remember, a client who hesitates to sign a contract is an immediate red flag.

2. Never reveal your agents' identities before you have a signed contract. Executive protection can be a cutthroat business; not all people who contact you are ethical or even legitimate. When clients insist that they be provided details about my agents, such as pictures and resumes, they must have signed a contract first. You'd be amazed by clients that, after you've submitted them your agents, will attempt to cut out the middle man -- your company -- and hire your guard directly. Always, always, always have clients and agents sign a non-compete agreement. It protects you in case you have to pursue legal options. FYI: Usually, non-compete agreements are highly enforceable in a court of law.

It's OK to give a client general background information on your agents, such as whom they've protected in the past, but avoid giving out specific contact information and other details. Clients must trust that your company has the resources they need and if they don't, it's your job to convince them so.

3. Get payment upfront. Don't do business with any client that wants to pay you after the detail; it's just not a good business practice. Clients that refuse to do business this way are unrealistic, and you have to ask if you reallly want to do business with this kind of client, anyway. Payment before services are rendered is a standard business practice in the executive protection business. Don't walk, but run, from clients who expect you to operate your business in any other fashion.

No matter how bad you need the business, it's important that you don't compromise your business principles.

by: Darrell Mercer

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