Point #4: To protect your business, you need your terms and conditions written into the contracts, but when dealing with commercial and government clients it's not that easy.
I enjoyed a presentation from Dennis Stern at the conference. He's with the law firm Mitchell Silberberg & Knupp LLP, and his point was that once you are into a bid situation, it's not so easy to insert your terms. Honestly, most of the attendees at PSA-TEC 2011 weren't from big behemoth residential alarm companies who have no problem getting homeowners to quickly sign a contract without reading it. Rather, your contracts for government and commercial projects are read by your end-users' lawyers. You often have to sign bid contracts where you can't negotiate much about liability issues of the security installation. Nonetheless, Dennis said that you can't just ignore those issues just to get the job or it will come back to bite you. Be clear and concise about your liability protection, and know when to walk away from a project if you can't get your protection. Otherwise, that $150,000 job might cost your company $2 million in a settlement if something ever goes wrong.
Ok, those are four of the best points. I'll share some more with you next week. There was so much good stuff here. If you haven't attended, do so next year. This is one of the best channel-focused events I've ever seen in our industry.
In other news
Securitas makes bid for Niscayah, UTC Fire & Security announces leadership changes
Securitas, which spun off Niscayah in 2006, announced a $907 million bid this week to buy back the systems integrator. … UTC Fire & Security is making several senior leadership changes. Mark Barry will takeover as president of the company’s Global Fire Products division, while Kelly Romano will spearhead the Global Security Products business. … TSA officials speaking this week at the American Association of Airport Executives conference in Atlanta said that the agency plans to start taking a risk-based approach to security at the nation’s airports. … Also in aviation security, the Texas House of Representatives has passed a bill that would prohibit airport screeners from conducting pat-down searches without probable cause.