Don’t believe you are getting enough homeland security work? You’re not alone. But the fact is you don’t have to contract with the federal government to enhance the security and safety of America’s citizens, property and economy. Whether you specialize in residential, light commercial, heavy industrial or anything in between, you are already a beneficiary of the heightened security awareness from 9/11 and, more recently, the London attacks. Deservedly so, as all dealers/integrators are by definition securing the homeland, project by project.

This point was driven home during my interview with former Secretary of the Department of Homeland Security (DHS) Tom Ridge (click here). Ridge admitted that the larger, traditional federal government contractors would likely always curry favor

in landing those projects and that, although it has improved, the procurement process remains convoluted. Sounds bleak, right? But wait, there is a silver lining.

Ridge added that despite this state of affairs, the opportunities for providers of electronic security systems — most of which are small businesses — are tremendous. He believes there is plenty of demand to subcontract for those firms directly working with the federal government. In addition, he recommends going after municipalities and states as the feds are sending those agencies hundreds of millions of dollars earmarked for security.

As evidence of Ridge’s genuine concern for the welfare of installing security contractors, not only did he generously donate his time for the interview, he also contacted DHS’ current procurement and small business officers to obtain more specific information. He called back multiple times and put me in touch with those closest to this area.

Those I spoke with echoed another Ridge assertion, which is that no matter how much business the federal government does in the security realm, it would always be minor when compared to the private sector. The message from Ridge and his associates was to continue pursuing government business, but realize it is always going to be a niche market and not likely to be a dealer or integrator’s bread and butter.

Incidentally, Ridge told me it is unlikely he would run for political office again, let alone on a presidential ticket. “After 20-plus years of public service, I am truly enjoying the freedom and flexibility of being a private citizen,” he said, “My public-service gene is still pretty strong, but I need a rest.” Hardly seems like a rest, as he has become red-hot on the public-speaking circuit.

If you are intent on making the federal government a substantial component of your security business, as GSA expert and SSI Editorial Advisory Board member Lynn de Seve points out (click here), do not limit yourself to DHS requests for proposals (RFPs). There are a host of other federal agencies looking for security solutions your company may be able to provide.

Also keep in mind that most major manufacturers are listed on General Services Administration (GSA) schedules and need installing companies to put in their equipment. In addition, other security contractors can help you access this business as they may be looking to farm some of it out. Integrators like Siemens Building Technologies (SBT), which plans to focus even more on government work, may be an option (click here).

It’s crucial to get the message out loud and clear to government, law enforcement and the public that our entire industry is an integral partner in protecting the homeland. Our exclusive case study about Hollywood Boulevard’s new CCTV system (click here) is an excellent example of this partnership.

I hope you find our special Homeland Security Edition helpful, and that you make the most of the many sources of business available to you — be it DHS or your next-door neighbor.

 

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