How new approaches to security services help building managers attract new tenants and improve profits

When there's significant competition for great tenants, and more than one great building to select among, here's a way to create unique appeal for your facility that goes way beyond "green." When lease price/s/f is similar among competing buildings, there's a way to help prospective tenants experience the added value at your facility and make their decision to choose your space, a "no-brainer." Consider the benefit of having your entire building service team fully trained as literal extensions of your sales and marketing crew. It's easier to accomplish now than ever before and far less expensive than you might imagine. In the past, contract services were farmed out to different groups for everything from construction site security to visitor management services to control-room operations in the finished building. Various companies took on just a portion of the responsibility and often had no perspective about the "heartbeat" of your building. Now, in this decade, because of mergers and innovative management, several security/building service contractors can do outstanding jobs with that vast array of assignments, and provide a continuity of performance from groundbreaking through "fully-leased." The benefit to you: because these contractors have a full grasp of the marketing and customer service issues facing facility managers, they create, train and imbue their employees with a perspective that presents the right, cohesive image for perspective tenants at all times -even when they are first scoping out your facility, long before they call for an appointment to view space. I've been fortunate to work for organizations at the forefront of this change. No matter how dramatic your building is, prospective tenants want to know that their employees will feel safe; will be known and recognized, and will have their special issues met, not just fall off the map. How much easier it is to state that your building's team is fully committed to meeting client requirements - and to know from your own experience that it's an accurate statement. Your tenants who work on international time schedules can expect to be greeted at 3 a.m. with the same professional courtesy we deliver at 9 a.m. Front desk personnel are not only security-focused but visitor management specialists. Our patrol officers are alert and attentive 24/7. Our maintenance teams are committed to energy efficiency and cleaning staff are fully versed in effective "green" cleaning techniques. We focus on ensuring that security officers get extra training in CPR First Aid and AED as well as evacuation safety and fire safety procedures. When you escort prospects to the loading dock it's clean, organized and the security officer on duty smiles and greets you and your future tenant. The officer explains that he keeps statistics on loading dock traffic by day/time so tenants who have scheduling options can use them to best advantage - a unified approach to facility service. We can produce individualized videos for your building highlighting how our contract services enhance your client-service perspective. Feedback tells us visuals help managers sign prospects who are still on the fence. Do you need to have integrated services from one provider forever? Perhaps not. Once we've put a face on your success, you may want to go back to the RFP process for each section of building and security services. But that's a discussion for another time. Mario Doyle, CPP is the regional vice president at ASIS International, New York, N.Y.