8 Rules of Selling to Schools
Once the desire is built, show them how to get the money because, even with the economic downturn, there is still money available for security solutions. That’s the good news. The bad news is that it is government money with rules and timelines.
What about local bonds? People spend years in college trying to absorb the ins and outs of school bonds. You don’t have to know all about them. You only need to know how to leverage them. (See sidebar for more on grants and bonds.)
Rule No. 8: Ask for Help
Security systems manufacturers pursuing the education market should be able to help you and your targeted schools/districts achieve what you both want, with you ultimately landing the big deal. They are especially helpful in aiding you to find the money. The top ones will provide grant toolkits right on their partner Web sites, and will even have a grant consultant.
Beverly Vigue is Vice President, Education Markets for Ingersoll Rand Security Technologies. She can be reached at [email protected].
Help Show Them the Money
When it comes to helping educational institutions fund security-related projects, the most important piece of legislation for security integrators to become familiar with is section 821 of H.R. 4137, the “Higher Education Opportunity Act.” It creates a U.S. Department of Education Student Safety and Campus Emergency Management grant program, and provides grants that can be used in myriad ways to improve school security.
There are two types of grants available to most schools: competitive and formula. The competitive grant is appropriately named since the district with the best application wins. The timelines for competitive grants are seemingly never-ending but typically worth the wait. With the formula grant, everybody wins. As an example, the state allocation might be based on the county’s percentage of total state enrollment accompanied by a boilerplate-type application for the project. Fill out the application; your district gets its share. Don’t fill out the application; get nothing.
Thus, the first thing you want to do for your district is find out what formula grants are being funded in the coming year, make sure an application is asked for, filled out and submitted. Information on these grants is usually found on state education department Web sites. If your firm wants to be a major player in the education market, be aware of these sites and scan them often for formula grant information.
If your targeted school district is considering a bond issue, it is very important for you and your school partners to assure that access control is incorporated into the description of why the bonds are needed and what they will be used to purchase. Talk with the bond underwriter and attorney. Also, check in with your manufacturer. Those with a major interest in the education market can help you assure that EAC becomes a vital part of the bond issue.
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