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Two opinions on the current problem of the technical security equipment market
We'll see
Alexander Zhukov — expert
In the classical sense, consulting means professional consulting in a particular area. Of course, each market segment has its own specific features of this activity. In our case, i.e. in the market of technical security equipment, ideally the customer should receive a comprehensive service: from the analysis of potential threats to the selection of the equipment necessary for a given facility. Since life is usually far from ideal, the customer may much more often have a need to receive consultations on some local issues. And consulting companies should do this work. Moreover, in monetary terms, the volume of such specific consultations can be significantly greater than the revenue from large orders. And this is what happens. But abroad. In countries with a developed market economy.
In the Russian market of technical security equipment, everything is different for now. Such a service as consulting is practically not in demand here. The exception, perhaps, is the information security segment, where there are companies, including foreign ones, that analyze threats, can give recommendations on a specific problem, select a service provider. Almost all companies offer some kind of package solutions.
But, I will not be afraid to repeat myself, such activities are developed only in the specified segment. Consulting in the TSB market has not yet received the distribution it deserves. At least, I do not know of any such examples, although I have been working in this industry for more than ten years and communicate a lot with colleagues.
Although, it would seem, consulting should be a serious and very popular part of the market. Take, for example, the current construction boom in Moscow and other Russian megacities. It has long been generally recognized that modern commercial real estate should be equipped with security systems. And this is done everywhere. At the same time, most investors who invest large sums of money do not know the topic of security at all and they need recommendations in this area like air. The external side of the problem looks completely normal: tenders are held, installers develop projects and estimates, and then install equipment, which then even works. But what is offered to customers? To what extent does the proposal correspond to the specifics of the facility? Is the algorithm of the integrated security system consistent with the tactics of action in the event of an alarm from physical security? By what criteria are tender offers evaluated?
This means that someone must evaluate this, correctly place all the accents, suggest what to pay attention to. After all, depending on the specifics of the facility, its complexity, the direction of the enterprise's activities, the options for building an ITSB can differ significantly. It is unlikely that the investor knows this. And it is not a fact that the installers he has chosen will tell him about this in time. Let's take this example: a company wants to invest money in the re-equipment or resuscitation of a chemical plant. Here, from the point of view of ensuring security (and not only protection from criminal threats), there are so many nuances that you cannot do without the participation of a very competent and experienced specialist.
What is the Russian reality today? At best, the same investment company has its own security service, which deals with such issues. I don't want to say anything bad about security services, the vast majority of specialists working in them are very well trained people who have gone through serious schooling in law enforcement agencies, work at defense enterprises, etc.
But a normal consulting company by definition has a very important advantage: it is not affiliated with any of the equipment suppliers, or with any of the installers or designers. Therefore, its recommendations and conclusions are very close to objective.
What is a serious consulting company in the TSB market? It seems that it should be a team of well-trained specialists: designers, engineers with extensive experience. Moreover, these are precisely broad-based specialists: technical security equipment, information security, physical security, including the development of tactics for physical security.
Nevertheless, I am sure that there are specialists in our market who could do consulting. But how many of them provide such services? Alas… As is known, supply can only generate demand. That is, there must be customers who are willing to pay for consulting. There are very few of them today, clearly not enough to form a supply that corresponds to the market volumes. Potential customers are not willing to pay for this service. Most of them believe that it is simpler and cheaper to have security specialists on staff.
I think that, first of all, consulting in our market in its current form is, as a rule, pre-project work for the purpose of further selling your own equipment.
The main reason for this situation, in my opinion, is the underdevelopment of our market. So the formation of demand for consulting services is a matter of time. People who have been working in the TSB market for a long time cannot help but note that we are making good, big steps towards normal market relations. Of course, there are still some specifics, excesses dictated by the Russian mentality, but in general, normal market relations are being formed. And, therefore, normal market services will certainly appear. Over time, consulting will be a very popular service in the Russian TSB market. Like everything else. Remember, just recently, any business owner believed that he was obliged to have an accountant on staff. Now hundreds of companies trust bookkeeping to specialized companies.
I consider my forecast to be quite optimistic: in about five years, consulting services will be very popular in the Russian TSB market.
However, this may happen earlier.
We'll live and see.
There is reason for optimism
Andrey GOLYSHEV, CEO of the consulting company «FEMI»
The structure of consulting services in the market of technical security equipment is quite diverse today. Firstly, it is professional consulting on the specifics of working with a specific customer or on specific target, regional markets. Secondly, consulting on the creation of security systems for complex objects. Namely, systems that have a legislative, organizational and, often last of all, a technical aspect. After all, it is no secret that the installation organization will first of all think about how many cameras and sensors to install (preferably, as many as possible). The consultant is not tied to any equipment or manufacturer. His task is to understand the problem as a whole, according to the scheme, threats, options for implementing threats, how to protect the customer from them. At the same time, technology may not play a leading role. There are many examples where the main problem is personnel, their betrayal or sabotage.
And finally, we can name targeted research of problems, including for manufacturers of TSB. For example, it often happens that the developer sees the problem differently than the security officer at the facility. And, having made an additional button in the interface, the programmer is proud of his achievement. And the head of the facility's security service expects additional services. The developer, the programmer received a considerable salary. But the company's equipment sales did not increase, and the customer was dissatisfied.
Who is the customer of a consulting company today? These are representatives of state or commercial structures who need help solving the problem of ensuring the security of certain objects. Sometimes — installers and integrators preparing to «master» an important object. Or installers who have already won a tender and encountered problems. A consulting company conducts research, prepares the necessary documents, including draft orders and instructions, tender documentation.
The consultant's task is to deeply know and understand the security market, problems, trends. And at the same time not to focus on a specific manufacturer or seller of equipment.
Consulting has long been developed abroad. Moreover, not only in the field of security. Before implementing a project, a company orders a study from a consulting agency. Potential risks are assessed. And decisions are made based on the results of consulting studies. Taking into account the problems that may arise during the implementation of the project. Implementing a set of measures proposed by consultants.
If we are talking about the installation of technical security equipment, then tenders abroad are held only for installation work. Because the average price of equipment is known to everyone and it simply cannot be less than retail, say, by 40-60%.
Colleagues reading these notes know as well as I do what sometimes happens on the Russian TSB market. Therefore, I will do without detailed examples. I will only note that as a result of an unprofessional approach to solving numerous problems that inevitably accompany the implementation of almost any project, both installation organizations and the customer suffer. |
Some visible changes have become apparent in the last two years. So we certainly have reason for optimism. Our market will inevitably come to civilized forms of work, and this will happen very soon. 