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Leaders In Homeland Security and Public Safety
An Exclusive Security Dealer RoundtableThe Latest from SIW
The security week that was: 10/10/08 Understanding wireless bridges for IP networking WINA launches information site on wireless networks Open Network Video Interface Forum opens at Essen Security primer: Outsourcing employee background checks The security week that was: 10/03/08
By Susan A. Brady
Security Dealer Magazine
Susan Brady: Homeland Security encompasses a great deal more than obtaining a federal government contract. Please share your views on what homeland security means to your company.
Jim Henry, Chairman and CEO of Henry Bros. Electronics, Inc.: T he majority of revenue for most security systems integrators has (and is) NOT coming directly from Homeland Security (DHS) funding.
Companies (both manufacturers and integrators alike) that rely heavily on DHS funded projects have to be extremely well financed as well as patient due to the sporadic nature of the funding and the long sales cycle. In addition, many of the DHS funded projects run in excess of $100 million in value with a large amount of general construction bundled with the electronic security systems to be installed. Therefore, that is why “billion dollar companies” have entered the security market in the aftermath of 9/11 and the creation of DHS.
What that means to Henry Bros. Electronics, Inc. (HBE) is that there are opportunities created to team with those “billion dollar companies” as they most often lack specific expertise in required products and relationships with the customers that are the beneficiary of the DHS funding, as well as a maintenance organization to support the systems after deployment.
There are also indirect impacts of DHS funding that have positive and negative elements. The positive impacts are an increased awareness of the requirements for effective electronic security in both the public and private sector, as well as an increase in technological development broadening the products available for systems integrators to utilize to create an ergonomic solution. The negative impact is delay in spending by both the public and private sector driven by the hope that their project costs can be all or partially paid for by money yet to come from DHS; and by expectations that some “standards” will be defined to identify “minimum requirements” for electronic security systems.
Daniel Weiss, President and CEO of Infrastruct Security: The Department of Homeland Security represents an opportunity for our company to be the compliance facilitator between the private sector and the government. Our goals are the same—becoming a safer and ready America . Essential to achieving this is an effective and lasting relationship between the Federal government and the private sector.
We are focused on the segments of Homeland Security that impact the private sector. Critical Infrastructure in the U.S. is 90% owned and controlled by the private sector, not the government. We have found that the non –government based contracts have better margins and pay quicker. Many industries segments are now being required to ramp up security in response to Homeland Security regulations.
