Always Room for a Consultant

• By Ralph C. Jensen
• Apr 01, 2016

In the security industry, a completed camera installation, active access control platform, and all its moving parts are nothing short of a work of art. A combination of hardware instructed by complex software systems, a working security system is amazing.

No one knows what kind of security system is best for an end-user better than the staff at Protus3. The company is a well-known security consultancy based in Raleigh, N.C. Their business model is pretty simple yet effective: Plan, Protect and Prosper.

Getting the Work Done

Christine Peterson and Jerry Blanchard are the company executives with Peterson, the president, in charge of daily operational responsibilities, and Blanchard, CEO, heading up system design. The two understand that security consulting is a job built for more than two. They readily admit that if it was not for the company’s entire staff, day-to-day work would be impossible. Protus3 is more than a security systems design and consulting firm, as they are more concerned with getting to know the end-user and hand-tailoring a security program to the needs of the customer.

“Creating a well-designed security system requires an understanding of our client’s culture, philosophy, operations and expectations so that we can appropriately recommend and write specifications for specific devices, create drawings, develop RFPs, evaluate solutions, and commission projects depending on the client’s needs,” Blanchard said. “Protus3 will partner with you in order to create a seamless and effective security protocol that complements your established security program and protects your organization’s assets.”

Along with consulting and system design, Protus3 has an extremely active investigation team that performs a wide range of investigative services including background screening. This is a big part of security at any level, and is a protocol that most companies follow in hiring staff.

Listen to the Customer

As a consulting company, and above all else, Protus3 listens to their customers. Since they have a strong presence in Campus Security, employees must be well versed in Title IX and Clery Act governance.

“Our security assessments often include hospital and university campuses. A key to our success is listening because effective security programs are built around the critical assets of a particular organization,” Peterson said. “Technology, policies and procedures, and security personnel are all tools, but their effectiveness and ROI is dependent on their application. We do not sell security technology so we are able to focus on the critical assets, the culture, the threats, and origination of those threats. Then we can work with our clients to develop the appropriate level of security to protect their assets and economic advantage or prosperity.”

All of these practices happen before the contractor sets foot on the property, and quite possibly, before the building plans have even been drawn up. Protus3 is in on the ground floor when discussing security concerns in relation to an infrastructure.

“A company’s profit is directly related to how it manages risks,” Peterson said. “Security risks are deliberate actions taken by people to harm or damage your organization. Any organization that has intellectual or physical assets—including reputation, people, and brand—has a security problem.”

What’s in a Name?

Protus3 is not like most security firms. The company name, for starters, is a little bit different. The company used to go by Risk Management Associates (RMA), but after taking in the opinions of clients and other trusted advisors, it was determined that it was time for a change, hence Protus3.

“The name doesn’t mean anything specifically,” Peterson said. “But at the same time it means everything. The three and the tag line of plan, protect and prosper represent our core business focus and our commitment to our clients.”

As a security consultant, Blanchard said the company rarely works for integrators or manufacturers. They want to remain unbiased. However, they do make recommendations of products based on a customer’s needs. There is not a blacklist of products or services; Protus3 only wants to keep the best interests of the customer at heart.

So, who are the customers that require consulting services? They are businesses seeking technical expertise, and include major pharmaceutical firms, hospitals and universities, to name just a few. The goal is to help clients understand why they need to achieve their desired security results.

“We look at the security operations first, or what is proposed on a building design, then we help the client determine what will work best for them,” Blanchard said. “We also help the customer develop individual standards that would be company specific. The fact is, when we do our job the right way, we’re actually working ourselves out of a job.” At the beginning of a security assessment, Protus3 generally has an immense job ahead of them, but as needs are met and the end user takes control, they also begin to self-manage the security system that has been set in place.

What Protus3 struggles with the most, and likely all consults do, is creating a business model for recurring revenue. “It is usually our business reputation that brings in the work,” Blanchard said. “We sometimes get a call out of the blue when a project is starting, so there are referral-based projects as well.”

The Big Contract

Perhaps one of the biggest projects undertaken by Protus3 was when Lowe’s, the do-it-yourself home improvement store, relocated to Mooresville, N.C. The corporate headquarters was a massive undertaking as it is a campusstyle facility with several buildings and parking facilities on 367 acres of land. Protus3 wasted no time assessing the needs for the corporate site, and then designed the security systems in a phased approach.

Blanchard explained how security consulting is a hands-on business. They do suggest top performing manufacturers that fit a customer’s needs but rarely suggest one manufacturer over another.

“We don’t work in a silo,” Blanchard said. “When we work with the owners on any given project, we stay with them through every phase of the project. One thing that we do insist upon is that any software being used must be user-friendly; the end user must feel comfortable with it and be able to use it effectively.”

Protus3 believes a vital part of the process is sitting down with the customer and feeling out what kinds of technology makes them feel comfortable. “It is important for us to always have the end user as part of the process. It may take a little longer, certainly, but we feel it is our responsibility to help the customer get where they need to be.” During the bidding process, Protus3 evaluates the initial proposals and makes recommendations. They make sure the integrator understands the scope of the given project. Blanchard finds it important to be a good, responsible partner.

“You have to feel good about the person across the table from you,” Blanchard said. “We want to be responsive, provide any training necessary and offer support. The ultimate goal is taking care of the customer.”

While Protus3 does not have a monthly recurring revenue plan, they do advise the security integrator to provide a multi-year maintenance/service pricing model. Getting this introduced and approved by the end user up front helps to promote the relationship. It benefits both the owner and integrator, allowing both to be successful in maintaining software updates and service of these complex systems.

So, what is the preference in designing a security system? Blanchard said that he would prefer to design a system for a new building, or a system that is being completely renovated. In this regard, it is much like the artist who begins with a clean canvas and a wealth of knowledge and experience. Depending upon the complexity, a consultation can take from a few months to several years.

Security is Changing

“Security today means more involvement with the IT system; it’s not so much about building a system,” Blanchard said.

“The security industry is a guarded industry,” he added. “There is a lot of personal involvement in developing relationships. Part of the footprint of the security industry is knowing the credibility and background of the people in the business.”

As with any business, Protus3 has its niche markets, including work on campuses, hospitals, data centers, insurance, and financial institutions. Currently, the company has projects in the works with local government, a booming data center and even the National Guard. The National Guard has recently contacted Protus3 to help support the Anti-Terrorism Force Protection (ATFP) design requirements of facilities in Augusta and Presque Isle Maine.

Protus3 has a wide variety of customers, but there are some projects they have turned down because they were not suitable. Blanchard believes it is important for the company to know their boundaries.

Company officials do stay in the loop when it comes to mergers and acquisitions, which have been happening quite frequently lately. Their concern is for their customers. They want to make sure the security systems that they have in place today will be just as viable following the acquisition. Blanchard said that mergers and acquisitions do change the landscape of the security industry.

Manufacturers visit the Raleigh corporate offices all the time, to show off their latest and greatest systems. Because of these relationships, Protus3 has a slight advantage at knowing what is new and when it will become available.

When all is said and done, physical security solutions have leaped off the grid, following along with the IT revolution. IT plays a key role in successful security. There are always upgrades and maintenance, and the system in general has to be ready for the expanding role and demand.

“The only secure network is the network that is unplugged,” Blanchard said. “Since that is not going to happen, we have a certified and experienced staff to help end users through complex designs of any given product. Our role is to expose system limitations and expand features and functions so the customer can manage their system.”

The business plan is all pretty simple in Raleigh: Plan, protect and prosper, and everything will be right with the world.

This article originally appeared in the April 2016 issue of Security Today.