How to Get Security Guard Contracts: Where the Work Is
- 1 day ago
- 6 min read
Starting a security company is only half the battle. The real challenge is learning how to get security guard contracts consistently enough to build a stable and profitable business. Many security company owners have trained guards and the necessary licenses but struggle to find clients willing to sign long-term agreements.
The good news is that security services remain in demand across many industries. By targeting the right markets, building relationships, and demonstrating professionalism, you can increase your chances of winning commercial security contracts, event security contracts, and government security opportunities.
Why Security Guard Contracts Matter
Security guard contracts provide recurring revenue and consistent work for your officers.
Unlike one-time event jobs, long-term contracts can help your business:
Improve cash flow predictability
Maintain stable staffing levels
Reduce marketing costs
Increase business value
Create opportunities for referrals
Many successful security firms focus on securing a core group of ongoing clients while supplementing revenue with special-event security work.
Quick Answer: How Do You Get Security Guard Contracts?
The most effective ways to get security guard contracts include:
Building relationships with property managers
Networking with business owners
Registering for government bid opportunities
Creating a professional website
Using local SEO and online marketing
Building referral partnerships
Maintaining proper licensing and insurance
Responding to requests for proposals (RFPs)
Security companies that demonstrate reliability, professionalism, and strong communication often have the greatest success securing long-term contracts.
Identify the Best Industries for Security Services
Not all businesses need security services at the same level.
One of the fastest ways to find clients is by focusing on industries that regularly hire contract security providers.
Common industries include:
Apartment complexes
Office buildings
Construction sites
Shopping centers
Hotels
Hospitals
Manufacturing facilities
Warehouses
Schools
Event venues
By targeting industries that frequently use private security, you can focus your marketing efforts more effectively.
Commercial Properties Are a Major Source of Security Contracts
Commercial property managers are often responsible for protecting large facilities and multiple tenants.
Many property managers hire outside security companies for:
Patrol services
Access control
After-hours monitoring
Visitor management
Parking lot security
Introducing your company to commercial property management firms can create opportunities for long-term recurring contracts.
When meeting property managers, be prepared to provide:
Company credentials
Licensing information
References
Proof of insurance
Service capabilities
Professional presentation often makes a strong first impression.
Construction Site Security Is Growing
Construction sites are common targets for theft, trespassing, and vandalism.
Many contractors hire security companies to provide:
Overnight patrols
Vehicle monitoring
Equipment protection
Access control
Surveillance support
Construction security can provide an excellent entry point for newer security companies because projects frequently require temporary protection services.
Building relationships with:
General contractors
Developers
Excavation contractors
Site work contractors
may help generate security opportunities throughout the year.
Pursue Government Security Contracts
Government agencies often outsource certain security functions to private companies.
Examples may include:
Municipal buildings
Public facilities
Transportation sites
Administrative offices
Infrastructure projects
Many government opportunities require formal bid submissions.
Before pursuing government work, make sure your company understands:
Licensing requirements
Staffing capabilities
Insurance requirements
Contract specifications
Reporting procedures
The U.S. Small Business Administration offers resources for companies interested in government contracting through https://www.sba.gov.
Work With Property Management Companies
Property management companies often oversee multiple locations, making them valuable relationship partners.
Some management firms control:
Office parks
Retail properties
Apartment communities
Industrial facilities
Securing one management company relationship can potentially lead to multiple contracts.
Consistency and responsiveness are often more important than aggressive sales tactics when building these relationships.
Create a Professional Security Company Website
Many potential customers research security vendors online before requesting proposals.
Your website should clearly explain:
Services offered
Industries served
Service areas
Licensing information
Contact details
Request-a-quote forms
Consider adding:
Testimonials
Case studies
Client reviews
Service descriptions
A professional website can help establish credibility with prospective customers.
Use Local SEO to Generate Security Leads
Many businesses search online when they need security services.
Examples include:
Security guard company near me
Construction site security
Armed security services
Unarmed security guards
Mobile patrol services
Event security company
Improving your local SEO can help your company appear in those searches.
Strong local visibility often generates inbound leads from businesses actively seeking security providers.
Turn your online presence into a steady source of leads.
From SEO and website creation to ongoing website management and social media, Contractor Back Office provides the digital marketing support contractors need to reach more customers and grow their business.
Build Referral Partnerships
Referral relationships can become one of your most valuable lead sources.
Businesses that may refer security opportunities include:
Property managers
Alarm companies
Security camera installers
Commercial real estate brokers
Event planners
Construction firms
Partnerships often provide qualified leads that are easier to convert into contracts.
Attend Local Business Networking Events
Networking remains one of the most effective methods for finding commercial security work.
Attend events hosted by:
Chambers of commerce
Property management associations
Real estate groups
Construction organizations
Business networking groups
Relationships often drive purchasing decisions in the security industry.
The American Society for Industrial Security (ASIS International) provides industry resources and networking opportunities through https://www.asisonline.org.
Develop a Strong Proposal Process
Many security contracts are won or lost during the proposal stage.
A quality proposal should clearly explain:
Services provided
Staffing levels
Patrol schedules
Reporting procedures
Emergency response capabilities
Pricing structure
Avoid generic proposals.
Customizing proposals for each client demonstrates professionalism and attention to detail.
Respond Quickly to Client Inquiries
Many security buyers are evaluating multiple companies at the same time.
Fast response times can help your company stand out.
This includes:
Returning calls promptly
Scheduling site visits quickly
Delivering proposals on time
Following up consistently
Responsiveness often signals reliability, a characteristic clients value highly in security providers.
Why Insurance Helps You Win Security Contracts
Many clients require proof of insurance before signing a security services agreement.
Appropriate insurance can demonstrate professionalism and help satisfy contractual obligations.
Coverage commonly considered by security guard companies includes:
General liability insurance may help address certain third-party bodily injury and property damage claims arising from business operations.
Professional Liability Insurance
Professional liability coverage may help address certain allegations involving professional services, depending on policy terms.
Businesses with employees may be required to carry workers' compensation insurance under applicable state laws.
Commercial Auto Insurance
If patrol vehicles are used for operations, commercial auto insurance may help address covered vehicle-related claims.
Umbrella Liability Insurance
Some contracts require higher liability limits, making umbrella coverage worth evaluating.
Coverage needs vary based on operations, state requirements, and contract obligations. Business owners should consult a licensed insurance professional for guidance specific to their situation.
Common Mistakes Security Companies Make
Avoiding these mistakes can help improve your chances of winning contracts.
Competing Only on Price
Low pricing may win contracts initially, but it can hurt profitability and service quality.
Ignoring Relationship Building
Many security contracts are awarded based on trust and reputation rather than pricing alone.
Failing to Follow Up
Prospective clients may need several touchpoints before making a decision.
Neglecting Online Presence
An outdated website or poor online reviews can discourage potential customers.
Overpromising Capabilities
Accepting contracts your business cannot properly service can damage your reputation.
Focus on Retaining Existing Clients
Winning a contract is important. Keeping it is even more valuable.
Long-term clients often provide:
Renewals
Referrals
Testimonials
Additional locations
Expanded service opportunities
Consistent communication and quality service can help strengthen client relationships and improve retention rates.
Frequently Asked Questions
How do I get security guard contracts?
The best methods include networking with property managers, building referral relationships, responding to bid opportunities, improving local SEO, and maintaining a professional reputation.
Where can I find commercial security contracts?
Commercial properties, apartment complexes, warehouses, construction sites, healthcare facilities, and office buildings are common sources of security work.
Are government security contracts difficult to get?
Government contracts often involve competitive bidding and specific requirements, but they can provide valuable long-term opportunities for qualified companies.
Do I need insurance to get security guard contracts?
Many clients require proof of insurance before awarding contracts. Requirements vary by customer and project.
How do security companies find new clients?
Common methods include networking, referrals, online marketing, property management outreach, proposal submissions, and government bidding opportunities.
Get the Right Insurance for Your Security Guard Business
Winning security guard contracts often requires more than trained personnel and competitive pricing. Many commercial and government clients expect security
companies to carry appropriate insurance coverage before work begins.
If you're growing a security guard company or pursuing larger contracts, Wexford Insurance can help you evaluate coverage options tailored to your business. Contact Wexford Insurance today for a free quote and personalized guidance. Call 317-942-0549 or visit https://www.wexfordins.com/.
