What Makes A Successful UK Security Company In 2026?

With 11,000 UK security companies fighting for contracts, underbidding is dead. Discover how successful firms compete through value-added services, unique selling points, and premium quality.

an employer reviewing security screening costs

With the third-party labour provision sector of the security industry shrinking drastically, the market finds itself swamped as 11,000 security companies fight for survival. So what is it that successful companies are doing to win those oh so vital organic contracts?

Underbidding Is Dead

Firstly, underbidding is dead. Unless you are operating illegally to some degree, in which case I hope HMRC feels your collar soon. The biggest companies can cut margins to the bone, as they have distributed operating costs across a big organisation. So, trying to cut 5p or 10p off of a charge rate is futile. Eyebrows will be raised if you are quoting charge rates of less than £17.50 per hour for minimum wage security staff. You have been warned.

So if everyone is quoting the lowest possible charge rates, how can you stand out from the crowd?

Offer Value-Added Services

Firstly, can you offer “value-added” services without breaking the bank? What am I talking about?

Multi-Skilled Officers

Officers who can perform many traditional FM tasks to assist building management. I don’t like this at all, as it tends to devalue the importance of the dedicated security role, but officers who can help sort post, bring in deliveries or assist with setting up for functions or events are greatly appreciated.

Trained Cover officers

This is expensive, but most of the big security companies now have bench teams, trained at several sites, that can step in to cover at short notice. When they are not required to fill gaps on site, they can assist operations management with site visits, uniform deliveries, etc.

Martyn’s Law Readiness 

Have Martyn’s Law in mind. Do you offer officers with advanced first aid trauma training, D13 or FREC 3? Have you got officers with counter terrorism training beyond the ACT online requirement? Do you have former Police or Military Officers available to deploy at high-value sites? Do you have contract managers who can advise on Terrorism Act compliance?

Develop Your Unique Selling Points

Secondly, have you got any USPs (unique selling points) that make your company stand out from the rest?

  • Do your officers take part in an in-house training course before deployment?
  • Do you motivate your people with incentives for good ideas?
  • Has your company got a hugely successful record in security industry award events?
  • Have your officers made the news in a positive way?
  • Do you provide CDPs (career development plans) for employees who show promise and enthusiasm?
  • Are you able to provide an entire month FREE if a client signs on for a five-year contract?

Recommended Reading: Top 5 UK Security Companies Driving Innovation

Carve Your Own Quality-Related Path

So, if the USP idea is off the table, and value-added services don’t float your boat, there is always one idea that is hugely effective for some top-notch companies….. Promise the best service available, and target the potential clients with the highest worth and most impressive corporate image to maintain. 

How do you do that if providing minimum wage security officers? You don’t. Be brave. Be realistic. Minimum wage security officers will lack the motivation, ability and dedication to do a top-notch job.

So thirdly, can you carve your own quality-related path?

  1. Tell the client you only provide the best officers available

Experienced, smart professionals with a superb work ethic, attitude and ability.

  1. Recruit the best people 

Encourage ex police and military candidates and the best of the best in the private security industry.

a security manager and a client discussing strategy

How?

Tell the client your charge rate is £5-£10ph above the awful minimum wage standard. Take it or leave it. No negotiation. They want the best service? Tell them what it will cost.

Pay officers £3-£6ph above the norm. You’ll attract everyone, but in there somewhere will be some of the best possible recruits. Professionals who are happy to work at a rate that enables them to have a life, support their families and can genuinely be called “professionals”.

Dismiss this at your peril. It works for several companies. You just need to deliver on promises and provide that outstanding service.

The Bottom Line

I hope that there is some food for thought here, but in a nutshell, to compete, you have to offer more, offer something different OR be so good that a client is prepared to pay big money for the best service.

Good luck to you.

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