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How To Break Into The Executive Protection Industry

April 8, 2013 by Leave a Comment

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INTRODUCTION

Breaking in the executive protection industry can be difficult and challenging. Fresh graduates from executive protection academies believe all they need is an executive protection diploma to become successful in the industry. Landing contracts and obtaining work in the executive protection business is a skill. This article is going to show you the techniques you need to land contracts and get hired in the executive protection trade.

REALITIES OF THE TRADE

Selecting a career in the executive protection industry is exciting. However, fresh out of the academy rookies have the perception that the job provides glamour, recognition and fortune and bodyguards live an electrifying, fashionable and jet set lifestyles. In reality the industry involves a lot of hard work, dedication, time-critical decisions and long hours. Rest assured there is plenty of work in this industry if you have the determination, commitment and are prepared to put in the focused efforts required.

HOW THE INDUSTRY WORKS

In order to succeed in the industry you need to know how it functions and how and where to find executive protection contracts and employment opportunities. The majority of executive protection contracts are short assignments of one to two weeks duration. Permanent executive protection positions are difficult to obtain, but not impossible. This is because executive protection personnel who have permanent positions don’t give them up easily. Most of the contracts within the industry are based on being a vendor or sub-contractor for executive protection firms as well as corporate executive protection units (EPUs). Although the executive protection industry is global in nature, it’s still relatively small. Networking, word of mouth, reputation and credibility are heavily relied upon to get assignments. To get onboard as a vendor with executive protection companies and corporate EPUs you must fit the profile of a professionally trained, discreet, team player.

WHAT TO EXPECT

You have to be well-organized and pay attention to detail. As a bodyguard you must be able to give orders and follow orders, work long and irregular hours without complaining and be able to provide top-notch, internationally accepted bodyguard techniques. This means performing your protective duties discreetly, adroitly and with complete assurance.

POSITIONS MAY VARY

On some assignments your position on the team may vary. One week you may be on the close protection team, the next week you may be on the principal’s baggage security team riding in fright elevators and in luggage deliver trucks. After that you may be assigned on the halls and walls detail guarding a hotel suite while the principal sleeps. Remember you are being tested on all aspects of the bodyguard trade when you first begin. Do not complain about any position. Gladly accept all positions and learn every facet of the job, because your professional behavior is also being tested at this stage of your career.

BE WILLING TO WORK YOUR WAY UP

The most popular way of entering the executive protection industry is by starting out as a halls and walls agent and to advance from there. If you take the halls and walls position seriously and act professional you may find yourself on the close protection team guarding the principal sooner than you expected. However, close protection positions are attainable typically on the basis of executive protection experience, training and qualifications. This is why you must be continuously developing your executive protection skill levels. Training is your fast track up the executive protection ladder and will propel you to where you want to be. You need to take a long-term interest in your executive protection career development. Keep Safe & God Speed.

Doc Rogers

 

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Executive Protection Customer Service

April 1, 2013 by Leave a Comment

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BE MORE THAN JUST A “GUARD” Executive Protection specialists in the corporate environment have to do more than just “guard” the principal. executive protection specialists should be friendly and non-threatening as well as attentive to the needs of the principal. executive protection specialists in the corporate environment must ensure that they provide a caring approach on the job. You will not be changing your professional executive protection skills. You should, however, be increasing your interpersonal skills, meeting the principal’s expectation of service and providing him or her necessary creature comforts when possible. People under stress need comfort.  Genuinely care for your principal’s comfort. For example, ensure the principal has access to refreshments within the executive limo and cold towels, if available (such as in first-class commercial airlines). Ensure the local newspaper, Wall Street Journal and other periodicals are available for review.

ENSURE YOUR CLIENT IS SECURE & COMFORTABLE Ensure the principal’s physical environment within the executive limo is comfortable with no obtrusive noises or smells. Keep alert to the principal’s feelings and sensitivities. Ensure that the principal does not feel frustrated or irritated about anything you can change or influence.  You should widen your concept of principal care within the corporate world.  executive protection specialists should avoid the pitfalls of cell phone discourtesies by placing their cell phones on silent/vibration mode at all times while on assignment.

THE CARING HANDS OF A PROFESSIONAL Providing principal care does not mean to the point of being a butler. You are and always will be the principal’s last line of defense. However, if you provide maximum service, minimum intrusion and positive action, you will achieve optimum principal care.  You should do this so your principal will realize that he or she is in the hands of a caring professional. This is the preferred style of operating on international executive protection assignments and for many highly successful corporate executive protection firms. It’s not an option.    Keep Safe & God Speed, Doc Rogers

 

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What Wikipedia can’t tell you about Executive Protection?

March 5, 2013 by Leave a Comment
Bodyguard

Learn how to be a bodyguard

Executive Protection

I hate to be the barrier of bad news, but there are no extravagant schemes or methods for earning more money in executive protection; it really comes down to a single thing.  Never cut your rates.  As simple as this one thing sounds, anyone who has been in the executive protection business at all will know there always seem to be compelling reasons to cut your rates but when you do so, you create a landslide of difficulties barring access to increased future earnings.

Most of us have experienced the disappointment of purchasing an item or service at full price only to find the same item from the same provider days later for substantially less money.

When this happens it doesn’t take much to figure out that the seller was offering the item far above market value in the first place.  Whenever this happens you immediately feel taken advantage of.  This is the same thing that occurs in the mind of your client when they realize your rates were always open to a downward adjustment.

This is true when your client is the one who manages to negotiate a better rate with you and when they hear of another client getting a better rate for the same service.

The second problem with cutting your rates is that it sends a signal to your client that you really are not worth the money you charge.  Again, think of this as a consumer.  People who are selling a superior product or service do not have to drop their prices, they know their product is worth the money, and they know their customers will pay a fair price.

This is not arrogance; this is confidence.  Clients may not always enjoy paying for services rendered but they do enjoy knowing they are getting good value for the money they spend on personal protection.  When you stick to your guns you are sending a message to your client that your services are worth every penny of what you are charging.

Another reason for standing firm is that when you agree to accept less for your services you are telling your client you are desperate.  The problem with being desperate is that it indicates no one else would want to hire you.

This is a bad message to send to a client who is counting on you to keep them safe.  It’s a little bit like shopping for a bullet resistant vest and the shop keeper is uncompromising on his price for the first three you look at, but on the fourth vest he is more than willing to bargain.

Anyone who values their life would not pay for the fourth vest, and you would probably not wear it even if the shop keeper was giving it away for free.

The way to fix this problem is to do a good market analysis and price your services accurately for the market you are in.  Write up a solid business plan that explains why you are worth the rates you charge and include honest appraisals of your services compared with the competition within your market.

Bring value to your client and be prepared to explain why you have priced your services as they are.  Try not to be offended when they ask you to justify your fees, this is your chance to shine and let them know what they are getting for their money.

List your certifications and the executive protection schools you have attended.  Explain how your EMT certifications, language skills, marksmanship training, and other acumen benefit them.  Once you determined the fair price for your services stand firm and show your client that you are worth the investment.

 

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Executive Protection Guide on How to Swim with the Sharks

December 24, 2012 by 2 Comments

 

Sharks

Executive Protection Guide on How to Swim with the Sharks

By Doc Rogers

This article talks about how Executive Protection Specialists can swim with the sharks however, it does not suggest that all people in the executive protection industry are ruthless or greedy. Ninety-nine per cent are trustworthy, hardworking professionals.  That leaves one per cent of sharks in the executive protection waters you either have to avoid, fend off or learn to swim with and not get eaten alive.

Avoiding Shark-Infested Waters

Whenever possible try to avoid shark-infested waters. This means doing your research within the operational area in which you want to work or setup shop.  Avoid areas that have long feuds involving executive protection contracts, murders linked with the executive protection or security industry as well as areas with a high rate of executive protection or security business-to-business predatory lawsuits. These types of locations and the people in them are bent upon murder and destruction and it would be difficult to fend off all the parasitic advances.

Fending Off Attacks

If you choose an area that has minimal shark infestations, you still can’t afford to relax. There is no such thing as a risk-free environment. A shark never sleeps and to keep afloat, it has to continuously swim.  You may face some uncomfortable and challenging situations even in non-shark pit waters. To prevent from being bitten and to successfully fend off shark attacks proper executive protection business planning, designing and developing is needed. Blood will attract sharks so it’s imperative to have a strong team that will be able to prevent, detect, delay, fend off or neutralize attacks. Sharks frequently give off pre-attack warnings. These include making an initial passes or swimming toward their potential victims displaying aggressive behavior.  Watch for these warning signs and remember the shark’s tactics and techniques are continually changing and accordingly, you must remain vigilant

Swimming with the Sharks

It is generally difficult to outswim a shark. You may have to learn to swim safely with the sharks; so fast and resolute mitigating action is needed. This means beating the sharks at their own game. It’s the “if you can’t beat ‘em, join ‘em” attitude. You won’t become one of them; you’ll just be swimming alongside of them.   The sharks in the executive protection business are normally not true executive protection professionals. They are not client focused or service orientated.  Your clients have to be satisfied with your executive protection performance. This means forging your way ahead with no disgruntled customers, no delays or poor quality services and insisting on quality work from your executive protection team and always watching each other’s back 24/7. This will make you an unattractive target.

Conclusion

Swimming with the sharks is risky business. It should only be taken if it’s a calculated and smart; keeping constant watch for sharks circling below and above you.  This is accomplished through solidarity and knowing that sharks will always be in the executive protection waters. Knowing the risk is always there; but never allowing it to keep you on the beach. We all have seen the signs “swim at your own risk” for some people in the industry they rather swim with the sharks than follow the heard. Some gutsy, streetwise executive protection professionals from hard­scrabble backgrounds not only survive, but thrive in this type of environment. Keep safe and God speed.

Doc Rogers is the author of Corporate Executive Protection – A Manual for Inspiring Corporate Bodyguards and president and CEO of International Corporate Executive Protection Ltd. Doc has earned a Ph.D. in Security Administration from Southwest University and he is SE Asia’s leading expert on executive protection and corporate security.

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How to get Established in the Executive Protection Industry

December 17, 2012 by 2 Comments

Executive ProtectionBy Doc Rogers

Establishing yourself in the executive protection industry is very important, because if no one has heard of you, you’ll never land a job or get picked up by an executive protection team. You begin the progression by first establishing the professional services you will offer prospective clients, visiting executive protection teams and while working for executive protection firms as a vendor.  These are some questions you need to ask yourself:

What precise services do you offer?

Some examples:

  • Executive Protection; low-profile but high protective coverage for powerful corporate CEOs and senior executives.
  • Celebrity Protection; higher-profile, high protective coverage and lawsuit cautious personnel.
  • Security Driver; well-trained security drivers, high-end vehicles and good client service.
  • Advance Work; provide clients with timely and relevant information within your operational area so senior executives can act with confidence while on business visits.

How are your services different from your competitors?

Some examples:

  • You and your executive protection team are highly professional, friendly, genuine people with integrity, character, and the ability to manage clients from the corporate and entertainment world as well as other VIPs.

What do you specialize in?

  • Prior to specializing you must first identify your clients’ needs.
  • When specializing in a certain executive protection service looks at the long run rather than the short-term gains.

 

Some examples:

  • Delivering comprehensive executive protection services and solutions to help clients navigate safely in (the operational area you want to specialize in).
  • We conduct and develop in-depth advance work in order to increased situational awareness and deliver actionable intelligence for clients visiting (the operational area you want to specialize in).

Making Connections

Once you have these above questions answered it’s time to roll up your sleeves and get to work establishing yourself in the industry.  It’s always hard to get that first client, that’s why you must start promoting your name and EP services as much as possible. The more well-known you are now, the more opportunities will have in the future. To do this you need to have a complete understanding of the EP industry and have the ability to make personal and professional relationships so you will be referred to others based on the connections you build. Putting yourself in a situations where opportunity could easily happen.

 Marketing Yourself and Your Services

Your goal in marketing yourself is to explain to people who you are and what you do in a non-pushy fashion in order to reach potential clients (executives, celebrities, executive protection firms and executive protection teams) who you feel want or need your professional services.  There are whole bookshelves on the subject of marketing yourself. However, the simplest way to go about it in the EP industry is through email, social media, and snail mail, press releases, handing out business cards at executive protection trade shows, face-to-face meetings and professional networking. Use each option to your advantage and customize your approach based on the client selection you are promoting.  Build a list of planned marketing efforts you want to conduct and start going about in a systematic manner.

Develop a Strong Social Media Presence

You need to have a strong presence on Facebook and LinkedIn to establish yourself in the executive protection industry. This means professional looking photos of yourself and executive protection team members. Leave the photos of firearms and happy hour at the pub off the pages. This not only shows bad taste but could lead to a loss of credibility. You are looking to develop a professional presence only.  Become active in your Facebook and LinkedIn groups. Provide good solid information on discussion topics and keep professional at all times. You are looking to attract only professional attention. Never lose sight of your primary responsibility.  Follow the advice in this article and you’ll get established in the executive protection industry industry in no time. Good luck and God speed.

Doc Rogers is the author of Corporate Executive Protection – A Manual for Inspiring Corporate Bodyguards and president and CEO of International Corporate Executive Protection Ltd. Doc has earned a Ph.D. in Security Administration from Southwest University and he is SE Asia’s leading expert on executive protection and corporate security.

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