Checklist Walks You Through Access Sales Process
Do you know the important questions and observations required to identify the best access control system for any installation? Get the guidance you need along with insights on conducting site surveys and security audits; gathering design details; ensuring code compliance; and validating security requirements.
All photos courtesy ASSA ABLOY Door Security Solutions
As a professional security integrator, it’s only a matter of time before you receive the highest compliment from one of your customers when they say: “We need a completely new access control system, and we want you to design and implement it.” Along with the vote of confidence comes a huge responsibility.
It can be a daunting task, especially if the system required is substantially larger than what is already in place. But if you approach it methodically, you can reduce error and ensure that your customer gets the exact system they require. To ease the process, a checklist has been assembled here to touch on all the essential elements necessary to meet and even exceed customer needs and expectations.
Listen to Your Customers
Let’s begin making our checklist with the indispensable element of giving your customers the time and attention they deserve. They will usually tell you almost everything you need to know if you put forth the effort to be an active and engaged listener. This lays the foundation for a true working partnership.
- What’s their short-, mid- and long-range vision for their access control system? Is it based on open standards, like 802.11b/g or 802.3af, for the most affordable infrastructure? Is it scalable enough to support possible mergers and acquisitions?
- What type of credential(s) are they using? How many are issued? What type of format are they using? Can it support their projected card-holder population? Is it controlled to ensure there are no duplicate IDs?
- What investment have they made already? Is their current system upgradeable?
- What assets do they have, and what value do these assets have in relation to the customer’s operation or business? These range from physical assets like computers to patient records, employee records and client data.
- Have the assets changed, requiring higher levels of security? Perhaps the locks and/or key system need to be changed as well.
Observe Your Customer
Essentially, you’re trying to find out about the culture at your customer’s location. It can range from an open, accommodating environment to one with strict and limiting access controls. There will always be a conflict between convenience and security; the challenge is to create procedures and rules that balance these disparate goals. During your observation …
- Did you observe the employees holding doors open for each other? If so, how are they able to verify their current employment status?
- Did they open the door for persons carrying large packages? If so, did they check their IDs?
- Did visitors sign in at the reception desk? Did they wear ID badges? Were they escorted by staff members?
- Did students have a habit of leaving their dorm rooms unsecure? If so, what sort of liabilities fall on school administrators if a theft occurs and they knowingly allowed that practice to continue?
Do Site Survey and Security Audit
Walking through a customer’s facilities can be invaluable toward developing a comprehensive access control plan. Following are a few things to look for.
- Mechanical Security: If the openings aren’t mechanically secure, any additional funds spent on electronic access control are wasted. Therefore the following must be addressed before moving forward on an advanced access control system:
- Are the doors, frames and hinges in good condition? Are they rugged enough for the application and durable enough for the traffic? Are the frames mortar-filled?
- What key system do they use? Is it a patented, high-security type? How often do they recore the locks? How many master keys have they issued? Have they ever lost any? How easy is it to reproduce the keys?
- Do they have reasonable accommodation for the handicapped to ensure compliance with the Americans with Disabilities Act (ADA)?
- Are cross-corridor fire doors in place? Do they have magnetic door holders tied to the fire system?
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