Successful Security Consulting

Transcription

1 Successful Security Consulting Extended Consulting Services: Assessing, Designing and Implementing Integrated Management and Technical Solutions Frank Pisciotta, CSC President & Principal Consultant Business Protection Specialists, Inc. 1

2 Strategies for Starting or Expanding a Consulting Practice in Technical Security Why not just security management consulting? Long sales cycle in security consulting One and done Clients not typically proactive Much easier to secure engagement contracts with existing versus new clients Adding design quadruples contracting opportunities Throughout this presentation, red highlighted text represent opportunities for business expansion. 2

3 Competitive Landscape Integrator/Vendor Manufacturers Reps Architectural/Engineering Non-Technical Security Consultant Technical Security Consultant In House Expert 3

4 Types of Security Design Consulting Type I - Another scope of work is primary and security is but a component Type II - Security as the prime scope of work 4

5 Technical Security Project Stages Type I Security as a Component Programming Schematic Design Detailed Design Construction Documents Bidding or Negotiation Construction Administration Commissioning and Close-out Type II Security as a Stand-Alone Risk Assessment Conceptual Design and Cost Preliminary Design Final Design Bidding or Negotiation Construction Administration Commissioning and Close-out Pre-Warranty Inspection Maintenance after the Warranty Expiration 5

6 Extending Your Practice 6

7 Typical Players in a Type I (Architectural) The architect Engineers Other Trades (e.g. electrical, IT, landscaping, lighting) Manufacturers Reps The Security Consultant The Owner Bidders Construction Manager What if you don t have experience working with architects 7

8 The Architect Brilliant, innovative Tireless problem solver In charge, owner/developer Coordinates disciplines Details, details, details Participating in his/her creation Respects security knowledge (sometimes) Tolerates physical security Knows defensible space Advocates holistic approach Avoids design impact 8

9 Engineers Key, motivated team member Job to do, does it Security knowledge varies sometimes used in lieu of a security consultant (results vary) Electrical, electronic, mechanical, structural and civil High voltage/low voltage (or not) Network, data, IT proficient (or not) 9

10 The Technical Security Consultant Identifies and interprets security requirements, constraints, and culture into complete system Needs owner input/limited scope May be a security expert, architect, engineer all-in-one or former L.E.A. officer as consultant, force, and intelligence expert all-in-one Integrates people, possibly technology, and always procedures while always meeting appropriate codes Introduces and softens sticker shock Extracts value, justifies designs May represent architect during construction or owner directly Assumes complete blame Can not offer security engineering services or use the term engineer unless a licensed engineer in the state is on staff. 10

11 The Owner Is the ultimate customer Who you want to sign off on security design basis Should not be put into the middle of any potential disputes Can hold you financially accountable for any mistakes 11

12 Project Milestones (Vary Widely) Iterative process with reviews at regular intervals of drawings (plans) and specifications Programming 0-10% Schematic Design 5-20% Design Development 20-50% Primary Construction Docs 50%-60% Final Construction Docs 95%-100% Update cost estimate at each review stage (do not design the unaffordable) Include contingency, decreases over the life of the design Plan to support the design through construction 12

13 Site Plans Design Drawings: Plans Property Lines, Grounds, Parking, and Various Buildings Floor Plans Perimeter and interior walls, office partitions, stairs, elevators, and restrooms Location of security devices and equipment code compliant Cable and conduit runs code compliant Separate plans for security system 13

14 Specifications Must be complete, accurate, and clear Consistent interpretation by bidders for apples to apples comparison. Carries the most weight and is often considered to be the controlling contractual document in the construction set. Critical to what you approve Yes, approve Typically follow CSI format 14

15 Specifications CSI Format General Section 1.0 which is a description of the project and the basic parameters Products Section 2.0 which is the section that defines the acceptable products that meet the general design intent of the project Execution Section 3.0 which is intended to define the workmanship expectations, training, commissioning and turnover requirements. Functional or product specific? 15

16 Tips for Working Successfully with Architects Follow communication protocols (always through the architect) during design. Maintain relationships with manufacturers (design reviews and cost). Always through the construction manager (with copy to the architect) during construction. Be cognizant of decreasing safety nets as the design progresses Use Written Communication at end of each phase to summarize delivery and uncertainties. Get approval for your work in writing. Do not abdicate your responsibility to your subcontractors. 16

17 Typical Players in a Type II (Security as Prime Work Scope) The Architect Engineers Other Trades (e.g. electrical, IT, landscaping, lighting) Manufacturers Reps The Security Consultant The Owner Bidders Construction Manager 17

18 Typical Players in a Type II (Security as Prime Work Scope) The Security Consultant (fulfilling all of the missing roles) The Owner Bidders 18

19 Technical Security Project Stages Type I Security as a Component Programming Schematic Design Detailed Design Construction Documents Bidding or Negotiation Construction Administration Commissioning / Close-out Type II Security as a Stand-Alone Risk Assessment Conceptual Design & Cost Preliminary Design Final Design Bidding or Negotiation Construction Administration Commissioning / Close-out Pre-Warranty Inspection Maintenance after the Warranty Expiration 19

20 Key Differences More flexibility to operate More authority to select the security integrator You are in charge of everything in the design All infrastructure requirements support will be on your drawings or in your specs May choose to merge different functional requirements into a single specification document (e.g. access, video, intrusion). Spec must include commercial terms You negotiate the frequency and number of submittals Can be challenging when other non-security trades (e.g. civil) are a part of the project. How and where do you get these skills sets? Ensure you budget correctly! 20

21 Schematic Design Graphic and written conceptual design Based on assessed risk and design basis (DBT) Typical deliverables Narrative write up Block diagram Cost estimate May treat this as a separate project After the risk assessment Before the actual design o Resolves uncertainty o Ensures the budget is sound 21

22 Detailed Design / Construction Docs Generally duplicative between DD and CD High Risk/High Reward Typical deliverables Drawings (title sheet, floor plans, riser, typical details). The more you can show on the drawings the better Schedules Specifications Cost estimates Potential Resources AutoCAD/REVIT talent, Cost Estimating Manufacturers (or Reps) Coordinating on procurement (owner vs. architect) 22

23 Bidding Consider vetting potential bidders with manufacturers ITB versus RFP Pre-Bid Meeting No verbal responses, everything in writing Deadline for clarifications (timing too fast = $$$) Response to all bidders Proposal submittals suggested Compliance statement Summary costs Detailed costs, supported by data sheets References 23

24 Analyzing Bids Assessing submittals Verifying compliance statement and objections Costs Detailed costs, supported by data sheets References ITB versus RFP 24

25 Construction Phase Pre-Construction Meeting Submittal Package #1 Data sheets, shop drawings, wiring pathways Submittal Package #2 Training plan Programming data Preparation for Commissioning and Close Out Submittal Package #3 Final Record Drawings Operating and Maintenance Manual Warranty Information 25

26 Construction Phase Other Consultant Services Construction Site Reviews (conduct one early) Responses to requests for clarification Management of Change Orders (don t want them but they happen) Invoice Approval Commissioning and Close Out Post Construction Activities 26

27 Cost Estimating Maintaining relationships with manufacturers Recommend using list pricing Over time your experience at estimating installation labor will improve Alternative is to use a factor of the equipment cost (e.g times) 27

28 Case Study for the Business Model The security management consultant without technical experience says, Add a camera here. No further detail No design details No potential product Might be lacking accurate pricing detail Minimal consideration for network implications 28

29 Case Study for the Business Model The technical security consultant says, Add a camera here and adds: Resolution to meet functional performance Provides a product example to meet the requirement Provides proper design details (e.g., bandwidth, storage, mounting detail, lens requirement, lighting considerations, infrastructure options, form factor options and recommendations) Estimated cost 29

30 Advice for Starting or Expanding If you do not currently have the capabilities Consider the IAPSC successful security consultant (SSC I) course Team with independent design firm Attend manufacturers training Work with manufacturers A&E liaisons Certify as PSP ASIS Physical Security Design Courses I, II and III 30

31 Recommended Reading Security Planning and Design (American Institute of Architects) Physical Security Systems Handbook (Khairallah) Security Design Consulting: The Business of Security System Design (Gouin) Project Delivery Practice Guide (The Construction Specifications Institute) Security Consulting 4 th Edition Sennewald (Chapter 12 Technical Security Consulting) 31

32 Questions & Discussion 32

33 Presented by: Frank Pisciotta, CSC President & Principal Consultant Business Protection Specialists, Inc. Raleigh, North Carolina , x 802 fp@securingpeople.com 33