DATA-DRIVEN SECRETS TO RUNNING A PROFITABLE SECURITY FIRM
Jordan Wallach, Belfry Software, CALSAGA Associate Member
Growing a security firm today means balancing strong financial practices, effective team management, and reliable operations. We crunched 600 million data points from hundreds of U.S. security companies using Belfry to find out what the most successful companies do best: improving margins, retaining officers, and building lasting client relationships.
Talk About Billing Without Talking About Billing
Firms with above-average on-time payments grow faster, thanks to predictable cash flow. Interestingly, the firms with the highest on-time payments don’t just send invoices, they engage with their clients more often. On-site visits, incident reports, and regular client portal logins all correlate with faster payments because they build trust and keep clients informed. Tools like automated invoice reminders and client portals amplify this effect, accelerating collections and strengthening margins.
Invest in Your Officers
Well-paid, well-prepared officers deliver better service and stay longer. Our data shows that firms offering higher pay often see turnover rates about 12% lower with a 10% pay bump. Structured onboarding (e.g., covering company policies, client expectations, site-specific training, and a 30-day check-in) aligns with higher satisfaction and stronger client outcomes.
Focus on Quality Revenue
Companies charging 10–20% higher bill rates than the local median often see stronger revenue growth. This strategy supports better officer pay, directly linked to retention, and sustains quality service. We see growing clients often with longer billing cycles, used as client incentives, which also correlate with reduced administrative burden.
Operate with Reliability
It’s no secret that call-offs carry hidden costs, from unbilled overtime to strained relationships. Top-performing firms publish schedules early, keep them fair, and maintain a reserve pool of qualified officers. Mobile shift offers and real-time scheduling tools help fill posts quickly, while attendance incentives paired with competitive pay reduce absenteeism.
Small changes, like night-shift premiums, smarter scheduling, or onboarding checklists, can produce measurable improvements across all four pillars. To see how the fastest-growing firms are operating differently, download Belfry’s latest whitepaper here.
Jordan Wallach is the Co-Founder and CEO of Belfry, the modern operating system for security guard services companies and a CALSAGA Member. Prior to founding Belfry, Jordan was a consultant at McKinsey & Company and a Product Manager at Microsoft, building software used by millions of people worldwide. He has a bachelor’s degree in Data Science from Stanford University.