Security Business

MAR 2014

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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Page 47 of 117

46 | SD&I | March 2014 huge solo award, which we've done about 100 million of already, and that has fueled a lot of our growth. We're not the sub, we are the prime, and I've built coalitions of companies so the big boys — the Johnson Controls, PriceWaterhouse and all these other companies — actually work for us. They have their confidence in us and they work with us, and it's a great relationship." That explosive growth was enough to propel Securityhunter to the top of the Fast50 rank- ings from the program's inception — and it has snowballed from there. In June 2013, the company was awarded a contract for physi- cal security and access control for U.S. Navy installations around the world, and this January, Securityhunter was awarded a third option year under the BPA with HHS. "For the Navy con- tract, as an example, we are maintaining securi- ty systems at two dozen bases — in places from Bahrain, to Afghanistan, to GITMO, to Hawaii, Fort Bragg and others," Rogers says. Managing a Unique Company Considering the amount of government work it has landed, you would think Securityhunter is a huge company — it's not. Rogers has uniquely positioned the company as a sort of govern- ment security delegator. "Mainly what we do is rely on our outstanding subcontractors to do the work, and we serve as quality and program management and billing," Rogers explains. That means building key relationships. Rogers partners with big companies and small ones; in fact, you could probably call him the best friend of the integrator. "It's building these coali- tions — individually we shouldn't be leading anything, but are in a position where the smart money goes with us and those guys win big. "For our subcontractors, we want to make sure that they are successful and that they want to partner with us," Rogers continues. "I protect my subs like a lioness or a female bear protecting cubs. I don't let any harm come to them because they are doing it for us, and I will always make sure they get paid. They know they are safe with us, and that's a big deal. Plus, we are non-threatening because we are way too small to be able to take any of their accounts. Who's afraid of a 14-person company?" Rogers works with larger integrators like Johnson Controls and Intergraph, but he also works with a lot of smaller companies that have great relationships with the end-user. "We're signing up (smaller) integration firms and help- ing them succeed because they are really good at what they are doing," he says. "If you run your shop ethically and the clients love you, then we'll form a brotherhood." Advice to Others For Rogers, it has been a long road fraught with peril, but obviously for him, the destina- tion justified the journey. Remember that $2 million in debt? He paid it off in less than a year. "Along the way I started learning because I refused to die," he says. "I have a military mind, so I see things in war analogies — I execute war strategies that I and others have made up, and I implement those strategies in the business environment." As far as advice for other companies hoping to accomplish what he has, Rogers' is simple — it's the mantra he's done business by for decades: "Burn the ships," he says. "Believe that what you are doing is really important. Just be you and stay true to that." ❚ For more information on the 2013 and 2014 Fast50 rank- ings, visit A CLOSER LOOK COMPANY: Securityhunter WEB: HQ: Baltimore PRINCIPALS: Mike Rogers, CEO; Nancy Rogers, President YEAR FOUNDED: 1988 NUMBER OF EMPLOYEES: 14 RESIDENTIAL/COMMERCIAL SPLIT: 100 percent commercial TOP TECHNOLOGY BRANDS USED/SOLD: Johnson Controls, Intergraph Corp., PriceWaterhouse SDI_42-47_0314 Fast50 SecurityHunter.indd 46 3/5/14 1:37 PM

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