As more organizations have recognized the managerial and financial benefits of implementing a national or even global security program, sourcing the right provider remains a critical element for success. It’s rare for an organization to enjoy a truly global program that is standardized across each country presence. While the benefits of outsourcing your service solutions can be significant, a half- baked partnership with an ineffective supplier can be damaging. The most common challenges include inconsistent service quality, lack of visibility across the program, ineffective management and oversight of operations, and a failure to identify and implement potential efficiencies.
Any corporate security manager will want to have enterprise wide reporting visibility and awareness of decisions made in the field. Leveraging a national or global contract through one security supplier makes solid business sense and can provide significant cost savings. Identifying a supplier who can effectively assist in coordinating uniform service delivery through a true account structure is harder to find. Most security companies are predominately locally focused and operate nearly autonomously, even if the company’s business reaches extend across multiple areas or countries. Additionally, as local and regional suppliers look to expand their coverage capabilities they often turn to quick partnerships or acquisitions that are not aligned to individual customer or regulatory requirements.
Keys to Identifying the Right Partner
A well-coordinated selection process with input from all internal stakeholders through a standardized scope of work and key service level agreements is essential. The true value of sole sourcing a large support contract is not merely in the pricing section, but also how the supplier management organization is structured in order to deliver the right service solutions and meet stringent quality assurance goals. Engagement from both parties at the contract level is critical to ensuring uniform service delivery as well as implementing proactive solutions. Key elements in choosing an effective partner should include the following:
- Account transition planning expertise with the ability to identify risk and cost saving opportunities
- Built in national or global infrastructure of support staff and resources to bear
- Proven National/Global Account Model to support dynamic and varied requirements with the ability to coordinate and implement changes and strategic goals contract wide
- Harmonized performance management program with key metrics for standardized evaluation
- Industry and customer specific best practices, service and technology offerings
- Standardized training, leadership deployment, regulatory policies and track record
- Consistent and centralized financial and administrative coordination across service locations
- Supply chain ownership and delivery and how that may impact regulatory concerns
A service provider with intimate knowledge of your organizational requirements and expectations can tailor service delivery programs specifically to meet or exceed those needs. An established supplier point of contact or account manager is key to coordinating efforts and communicating effectively with customer stakeholders at the corporate and local levels. A dedicated resource is always preferred, yet may not be warranted due to scope size or budgetary concerns. The account manager assigned or dedicated must be empowered within the supplier’s organization to effect change and carry responsibility for providing visibility and reporting metrics across key customer representatives.
Imagine a supplier’s reporting metrics and performance evaluation process devised and presented in accordance with what is critical to your organization.
SCIS understands the requirements and value of a true regional, national or global partnership in providing quality enterprise wide security solutions. We have extensive experience working with large multinationals with an unmatched global footprint in over 55 countries that can help streamline your security coverage to reduce risk. To learn more about our National Account Management approach contact firstname.lastname@example.org