2018年春節(jié)檔的《紅海行動(dòng)》是一部制作水平頗高的軍事電影。

影片根據(jù)2015年“也門(mén)撤僑”真實(shí)事件改編而成。主要刻畫(huà)了中國(guó)海軍蛟龍突擊隊(duì)奉命前往“伊維亞共和國(guó)”解救中國(guó)公民的驚險(xiǎn)過(guò)程。截至發(fā)稿前，電影累計(jì)票房已超過(guò)33億。

值得注意的是，與電影口碑和票房同時(shí)上升的，是民間對(duì)于海外安保項(xiàng)目的關(guān)注度。

正如《紅海行動(dòng)》、《戰(zhàn)狼2》等電影中所反映的一樣，隨著全球經(jīng)濟(jì)一體化進(jìn)程的加快，中國(guó)企業(yè)正以前所未有的規(guī)模和力度“走出去”，與此同時(shí)，中國(guó)企業(yè)對(duì)海外安保服務(wù)的市場(chǎng)需求也迅速擴(kuò)大。

國(guó)內(nèi)現(xiàn)在其實(shí)也有很多投資人把眼光放在了海外安保項(xiàng)目上，民間也有大量軍警人員、軍迷和對(duì)該行業(yè)感興趣的人士想投身參與進(jìn)來(lái)。

那么，炙手可熱的海外安保行業(yè)前景究竟如何？感興趣的民間大眾是否要趁熱投身進(jìn)來(lái)？小公司依此創(chuàng)業(yè)到底靠不靠譜？

01現(xiàn)有的成熟體制

據(jù)不完全統(tǒng)計(jì)，中國(guó)僅國(guó)有企業(yè)就有數(shù)十萬(wàn)員工在海外工作。在國(guó)外工作的中國(guó)公民總數(shù)大概有幾百萬(wàn)，中資企業(yè)幾萬(wàn)家。

從2010年到2015年，海外中國(guó)公司遭遇了約350起安全事件。襲擊、綁架和當(dāng)?shù)毓と肆T工是海外中國(guó)公司經(jīng)常面臨的問(wèn)題，為此海外的中資企業(yè)每年為安?；ㄙM(fèi)100億美元，這項(xiàng)業(yè)務(wù)的發(fā)展空間巨大。

有不少人認(rèn)為，這是個(gè)值得投資的行業(yè)，然而我首先需要告訴大家的是，這個(gè)行當(dāng)已經(jīng)巨頭林立。

國(guó)內(nèi)已經(jīng)有諸如銀盾、先豐國(guó)際、華信中安等大型安保公司經(jīng)營(yíng)此業(yè)務(wù)，而且它們也都有一套極為專(zhuān)業(yè)的機(jī)制來(lái)運(yùn)作整個(gè)流程。

其中，銀盾、華信中安公司總部位于北京，專(zhuān)注于維護(hù)我國(guó)海外利益的民營(yíng)企業(yè)集團(tuán)，擁有比較強(qiáng)的政府背景，目前在巴基斯坦、阿聯(lián)酋、埃塞俄比亞、肯尼亞、中非、南蘇丹等10余個(gè)國(guó)家都建立了分支機(jī)構(gòu)。

而先豐國(guó)際來(lái)頭更大，執(zhí)行主席是大名鼎鼎的黑水國(guó)際公司創(chuàng)始人埃里克·普林斯。

熟悉軍事的讀者應(yīng)該都知道，黑水是整個(gè)安保行業(yè)的標(biāo)桿，幾乎等同于私人軍事服務(wù)行業(yè)。

該公司曾一舉斬獲安保領(lǐng)域最大的蛋糕——超過(guò)5億美元的美國(guó)國(guó)務(wù)院“全球駐外人員安保合同”，成為美國(guó)在伊拉克最大的安保承包商，它的客戶包括五角大樓、中央情報(bào)局、美國(guó)國(guó)務(wù)院、聯(lián)邦調(diào)查局、美國(guó)國(guó)家安全局等機(jī)構(gòu)，幾乎每一家國(guó)內(nèi)安保公司都號(hào)稱自己要做中國(guó)的黑水，然而我必須告訴大家的是，黑水已經(jīng)來(lái)到了中國(guó)。

黑水公司的黑熊爪商標(biāo)

埃里克由于官司纏身，在結(jié)束黑水公司業(yè)務(wù)后，開(kāi)始了重新創(chuàng)業(yè)的歷程。

幾經(jīng)周轉(zhuǎn)后，建立了先豐國(guó)際公司，該公司已經(jīng)在香港上市，主營(yíng)業(yè)務(wù)是物流行業(yè)。

埃里克曾經(jīng)親口告訴我，他們的物流和順豐等是不一樣的，主要是針對(duì)高危地區(qū)的物流及人員傳送。

當(dāng)然，他完全有這個(gè)底氣，除了原有的安保力量之外，先豐國(guó)際在非洲和中東等地區(qū)都有自己的機(jī)場(chǎng)和機(jī)隊(duì)，更有大量的地面運(yùn)輸力量。

所以盡管有很多人認(rèn)為這是新的黑水，然而我個(gè)人認(rèn)為先豐和黑水的業(yè)務(wù)形態(tài)并不完全一致，比如黑水原來(lái)的安保培訓(xùn)業(yè)務(wù)，暫時(shí)先豐就沒(méi)有涉及。

埃里克·普林斯

截至2017年中國(guó)共有約4000家民營(yíng)保安公司，保安從業(yè)人員更是高達(dá)430多萬(wàn)人，看起來(lái)空前火爆。

但無(wú)論是管理、經(jīng)驗(yàn)、人才、語(yǔ)言還是資源，國(guó)內(nèi)大多數(shù)企業(yè)做到上述三家水平的鳳毛麟角，更無(wú)法與歐美老牌安保企業(yè)相抗衡。

一些中資企業(yè)更愿意花大價(jià)錢(qián)請(qǐng)“歐美保鏢”提供服務(wù)，國(guó)內(nèi)安保公司拿到的訂單還不到總業(yè)務(wù)量的10%。

那么，面對(duì)龐大的市場(chǎng)份額和巨大的競(jìng)爭(zhēng)壓力，中小型企業(yè)該如何效仿行業(yè)先鋒，又怎樣才能在海外安保事業(yè)上取得成功呢？

02安保公司成功的因素

海外安保業(yè)務(wù)的商業(yè)模式從本質(zhì)上講是B2B（Business-to-Business），是企業(yè)與企業(yè)之間進(jìn)行的一種商業(yè)活動(dòng)。

毋庸置疑，所有的B2B公司都是要有產(chǎn)品的。而安保公司的產(chǎn)品就是軍警人員的安全護(hù)衛(wèi)，比如先豐國(guó)際的主要產(chǎn)品就是在非洲提供物流和安保服務(wù)，而銀盾公司此前的主要產(chǎn)品則是為大型會(huì)議提供核心安保工作。

盡管在很多人眼中，這些安保產(chǎn)品總是具體在保衛(wèi)某些人的安全，像電視中的明星首腦身邊總少不了安保人員的身影，但實(shí)際安保公司主要客戶還是進(jìn)軍海外的中資企業(yè)，如中石油中石化這樣的資源型企業(yè)，中鐵中建這樣的基建型企業(yè)，華為中興這樣的電信企業(yè)等等。

這些企業(yè)的工作性質(zhì)決定了公司員工都要在國(guó)外最荒涼、最偏僻、最危險(xiǎn)的地區(qū)進(jìn)行作業(yè)，也間接決定了他們才是海外安保的主要對(duì)象。

除了要積極爭(zhēng)取主要企業(yè)客戶，一家安保公司的成功因素還包括洞悉市場(chǎng)。總有人把市場(chǎng)和客戶的概念弄混淆，實(shí)際它們二者之間存在很多差別。

摸清海外安保市場(chǎng)，不僅要明確目標(biāo)客戶，還要搞清自己的定位，搜尋潛在購(gòu)買(mǎi)力，提高自己的競(jìng)爭(zhēng)力。換句話說(shuō)，“市場(chǎng)=客戶+產(chǎn)品+推廣能力”。

此外，找到合適的渠道推廣自己的安保產(chǎn)品也是十分重要的。

業(yè)界大佬黑水公司就自帶IP，因此埃里克·普林斯既是先豐國(guó)際的執(zhí)行主席，實(shí)際上也是代言人——與此同時(shí)，這家公司還獲得了中信集團(tuán)的戰(zhàn)略投資。

于是客戶資源和市場(chǎng)推廣手段都有了，至于產(chǎn)品除了安保之外，人還有足夠的物流資源和壟斷性資源。當(dāng)然，這一切的實(shí)現(xiàn)都要靠資本來(lái)運(yùn)作。

像公司建立之初就資本雄厚，不僅迅速搭起了運(yùn)營(yíng)團(tuán)隊(duì)，而且在北京機(jī)場(chǎng)附近購(gòu)買(mǎi)了大片土地加上政府背景，獲取客戶能力也非常強(qiáng)大。

總而言之，海外安保業(yè)務(wù)就是一門(mén)生意，還是要遵循“資本——產(chǎn)品——市場(chǎng)——客戶——推廣”這個(gè)最基本的商業(yè)邏輯才能成功，幾乎沒(méi)有什么捷徑可以走，想靠海外安保業(yè)務(wù)迅速大撈一筆的機(jī)會(huì)幾乎不存在。

03國(guó)內(nèi)安保行業(yè)的真實(shí)情況

除了中小型民營(yíng)企業(yè)，國(guó)內(nèi)這股“安保風(fēng)”也吹動(dòng)了不少創(chuàng)業(yè)者的心。

據(jù)筆者了解，想積極投身這一行業(yè)的除了專(zhuān)業(yè)的軍警人士，還有不少對(duì)軍事癡迷的愛(ài)好者，對(duì)市場(chǎng)熱度敏感的投資人，以及其他對(duì)安保行業(yè)感興趣的人。

拋去跟風(fēng)的軍迷和圈外愛(ài)好者，盡管在不少人看來(lái)，軍警人士在這些人中是最適合依此創(chuàng)業(yè)的，筆者身邊許多退役老兵也對(duì)此信心滿滿，認(rèn)為“自己就是吃這碗飯的，靠著軍事本領(lǐng)開(kāi)公司肯定能行”。

但理想很豐滿，現(xiàn)實(shí)卻很骨感。

這些創(chuàng)業(yè)者一旦深入了解就會(huì)發(fā)現(xiàn)，在海外安保行業(yè)的整個(gè)商業(yè)鏈條中，自己僅有軍事訓(xùn)練技能，對(duì)于市場(chǎng)和客戶既沒(méi)有概念，也不善于發(fā)掘。

沒(méi)有資本加入，沒(méi)有推廣渠道，也沒(méi)有背景支持，這樣一個(gè)“三無(wú)”的B2B創(chuàng)業(yè)公司注定要失敗。

更何況，國(guó)內(nèi)軍警人員所受的訓(xùn)練，很多都是未經(jīng)安保市場(chǎng)驗(yàn)證的“不達(dá)標(biāo)產(chǎn)品”。

拿一名普通的退伍軍人舉例，如果他想成為專(zhuān)業(yè)的海外安保人員，首先他必須取得一些國(guó)際安保認(rèn)證，并且應(yīng)該加入相關(guān)的國(guó)際體系，比如蒙特勒文件。

蒙特勒文件是瑞士政府和紅十字國(guó)際委員會(huì)在2006年開(kāi)展的一項(xiàng)國(guó)際進(jìn)程的結(jié)果，內(nèi)容為對(duì)武裝沖突期間各國(guó)私營(yíng)軍事和安保服務(wù)公司營(yíng)業(yè)的規(guī)制，雖然它并不具有法律約束力，但它包含了一系列相關(guān)國(guó)際法律義務(wù)和良好慣例，目前已經(jīng)有近20個(gè)國(guó)家就蒙特勒文件的終稿達(dá)成一致意見(jiàn)。

此外，英國(guó)保安行業(yè)管理局（SIA）頒發(fā)的安保認(rèn)證也是國(guó)際上普遍認(rèn)可和通用的。

這些標(biāo)準(zhǔn)作為行業(yè)規(guī)范，由協(xié)會(huì)監(jiān)督執(zhí)行，在規(guī)范保安業(yè)的發(fā)展，提高保安服務(wù)水準(zhǔn)方面發(fā)揮了重要作用。

因此，英國(guó)的保安質(zhì)量和水準(zhǔn)在世界保安業(yè)一直保持領(lǐng)先地位。

在取得了安保認(rèn)證后，為達(dá)到安保產(chǎn)品的另一項(xiàng)指標(biāo)，這名退役軍人還要進(jìn)一步加強(qiáng)外語(yǔ)能力的學(xué)習(xí)。

要知道，海外安保業(yè)務(wù)通常都是在異國(guó)展開(kāi)軍事行動(dòng)，絕大多數(shù)情況下都要依靠在地人員配合行動(dòng)，如果你不會(huì)用當(dāng)?shù)氐恼Z(yǔ)言去交流，更不懂當(dāng)?shù)氐膽?zhàn)術(shù)語(yǔ)言，就無(wú)法順利完成在地安保任務(wù)。

比如人家說(shuō)“Six O'Clock High”（六點(diǎn)鐘方向），你當(dāng)成了作戰(zhàn)開(kāi)始時(shí)間，這就會(huì)耽誤大事兒。

另外，急救認(rèn)證也非常重要。

在現(xiàn)實(shí)情況中，保護(hù)對(duì)象死于心梗實(shí)際上比死于暗殺的幾率更高，專(zhuān)業(yè)的安保人員懂得一些心肺復(fù)蘇術(shù)（CPR）大多數(shù)情況下都比會(huì)用火箭筒（RPG）轟炸刺客更實(shí)用。

駕駛能力也是必不可少的。但這不代表退役軍人在國(guó)內(nèi)有駕照就能上崗，他必須至少掌握防御性駕駛技術(shù)。

防御性駕駛技術(shù)，顧名思義就是將相關(guān)的駕駛技能和駕駛習(xí)慣進(jìn)行系統(tǒng)的總結(jié)和歸納，形成一套簡(jiǎn)單明了、科學(xué)系統(tǒng)的安全駕駛體系，它能幫助駕駛員更清楚地了解人類(lèi)的“生理缺陷”、更全面地觀察并了解駕駛環(huán)境、更準(zhǔn)確地預(yù)測(cè)不確定的潛在的危險(xiǎn)因素、更及時(shí)地采取預(yù)防措施避免交通事故。

當(dāng)然，這在國(guó)際上也是有認(rèn)證的，需要專(zhuān)門(mén)培訓(xùn)，不是隨隨便便就能獲得的資質(zhì)。

綜上所述，成為一名專(zhuān)業(yè)的安保人員，提供合格的安保產(chǎn)品的門(mén)檻其實(shí)很高，即便是軍警人士仍需要經(jīng)過(guò)專(zhuān)業(yè)的培訓(xùn)后才能夠?qū)嵅僮鳂I(yè)，這一行絕對(duì)沒(méi)有想象中的那么容易投身加入。

但我可以負(fù)責(zé)任地告訴你，這個(gè)行業(yè)中存在大量言過(guò)其實(shí)的創(chuàng)業(yè)者。

我起碼見(jiàn)過(guò)100多個(gè)號(hào)稱自己是中國(guó)第一保鏢的安保公司創(chuàng)始人，他們雖然缺乏足夠的資歷，也沒(méi)有任何可以考證的專(zhuān)業(yè)認(rèn)證，卻喜歡利用公共媒體缺乏辨識(shí)能力的特點(diǎn)，瘋狂炒作以推廣和銷(xiāo)售自己。

對(duì)于這些不能確定的資歷，我認(rèn)為無(wú)論是客戶還是希望投身行業(yè)的從業(yè)人員，都需要小心認(rèn)真的辨識(shí)。

美國(guó)前總統(tǒng)林肯有一句話說(shuō)得好：你可以在所有的時(shí)間欺騙一部分人，也可以在一段時(shí)間欺騙所有的人，但你不可能在所有的時(shí)間欺騙所有的人。

當(dāng)然，大家對(duì)此也不必過(guò)于擔(dān)心，即便在安保行業(yè)非常成熟的英國(guó)，仍舊存在魚(yú)龍混雜真假難辨的現(xiàn)象。

我的一位英國(guó)同行就告訴我，他發(fā)現(xiàn)在英國(guó)有10多萬(wàn)人號(hào)稱自己是SAS（特種空勤團(tuán)）的退役特種兵，其中超過(guò)1000人說(shuō)自己參加過(guò)突擊伊朗大使館的行動(dòng)，并且是新聞?wù)掌心莻€(gè)蒙面從陽(yáng)臺(tái)跳下來(lái)的那位。

然后，我問(wèn)他那到底里邊有真的嗎？那位朋友說(shuō)，他就是從陽(yáng)臺(tái)跳下來(lái)那個(gè)……

北京銀盾安保集團(tuán)武裝護(hù)航簡(jiǎn)介

2014年北京銀盾安保集團(tuán)海上武裝護(hù)航業(yè)務(wù)的開(kāi)展，開(kāi)創(chuàng)了中國(guó)武裝保安為中國(guó)遠(yuǎn)洋船舶護(hù)航的新篇章，成為國(guó)內(nèi)首批獨(dú)立承攬武裝護(hù)航業(yè)務(wù)的企業(yè)之一，迫使西方海上安保企業(yè)降低護(hù)航費(fèi)用，為中國(guó)遠(yuǎn)洋公司節(jié)省了大量成本支出。

北京銀盾安保集團(tuán)護(hù)航隊(duì)員來(lái)自海軍陸戰(zhàn)隊(duì)、陸軍特種部隊(duì)、武警特警部隊(duì)的優(yōu)秀退伍士兵，通過(guò)嚴(yán)格培訓(xùn)取得了護(hù)航相關(guān)證件，具備獨(dú)立完成護(hù)航任務(wù)的資質(zhì)和能力，以高度的忠誠(chéng)、嚴(yán)格的紀(jì)律、過(guò)硬的素質(zhì)、優(yōu)質(zhì)的服務(wù)得到國(guó)內(nèi)外客戶一致認(rèn)可，受到船員的高度贊譽(yù)。

北京銀盾安保集團(tuán)海事在印度洋各重要中轉(zhuǎn)港口設(shè)立了基地和辦事機(jī)構(gòu)，為船舶提供各種靠港服務(wù)，隨時(shí)為船舶補(bǔ)充食品、淡水、油料等急需物資；

北京調(diào)度中心隨時(shí)為護(hù)航船舶提供準(zhǔn)確的防海盜安全形勢(shì)分析和區(qū)域氣象水文資料；安全風(fēng)險(xiǎn)評(píng)估中心可為客戶提供相關(guān)國(guó)家和區(qū)域的安全信息，為中國(guó)赴海外客戶提供正確、科學(xué)的安全風(fēng)險(xiǎn)評(píng)估報(bào)告和中、英、德等語(yǔ)種的信息支持，并根據(jù)客戶需要制訂危機(jī)處置方案。

公司還創(chuàng)辦了《防海盜信息月報(bào)》、《信息周報(bào)》，為客戶提供及時(shí)可靠的信息支援。北京銀盾安保集團(tuán)海事是私營(yíng)保安公司國(guó)際行為準(zhǔn)則協(xié)會(huì)（ICoCA）及海運(yùn)保安工業(yè)協(xié)會(huì)（SAMI）的首批中國(guó)會(huì)員，是首家通過(guò)英國(guó)勞氏集團(tuán)ISO/PAS 28000/28007體系認(rèn)證的中國(guó)企業(yè)。

北京銀盾安保集團(tuán)保安海外安保業(yè)務(wù)的開(kāi)展，標(biāo)志著中國(guó)武裝保安正式走出國(guó)門(mén)，并在國(guó)際安保領(lǐng)域樹(shù)立了銀盾海保的品牌，樹(shù)立了中國(guó)武裝保安的品牌！

除了安保、守衛(wèi)、設(shè)備租賃、海上武裝護(hù)航等，北京銀盾安保集團(tuán)還開(kāi)展了海外培訓(xùn)等相關(guān)服務(wù)。

北京銀盾安保集團(tuán)武裝押運(yùn)事業(yè)部專(zhuān)門(mén)從事武裝押運(yùn)的保安服務(wù)企業(yè)，具有一流的裝備和管理體系，是目前國(guó)內(nèi)企業(yè)規(guī)模最大、綜合實(shí)力最強(qiáng)、技術(shù)水平最高的專(zhuān)業(yè)保安押運(yùn)服務(wù)企業(yè)之一，主要業(yè)務(wù)包括特種貨物運(yùn)輸服務(wù)；守衛(wèi)服務(wù)；安全信息咨詢；技術(shù)培訓(xùn)；有價(jià)證券、貴重物品押運(yùn)等。

作者信息：朱江明，知名軍事專(zhuān)欄作家、中國(guó)人民大學(xué)國(guó)際法博士、軍事及國(guó)際政治評(píng)論人。

本文首發(fā)于  市井財(cái)經(jīng)（ID：yigejubaopen）

銀盾安保集團(tuán)全文英文翻譯

The 2018 Spring Festival version of Operation Red Sea is a military film with high production level.

The film is adapted from the real event of "Yemeni evacuation" in 2015. It mainly depicts the adventurous process of the Chinese navy Jiaolong commandos who were ordered to go to the "Republic of Ivia" to rescue Chinese citizens. By the time of press release, the cumulative box office of films had exceeded 3.3 billion yuan.

It is worth noting that the popularity of overseas security projects has risen at the same time as the film's reputation and box office.

As reflected in films such as Red Sea Action and War Wolf 2, with the acceleration of the process of global economic integration, Chinese enterprises are "going global" with unprecedented scale and strength. At the same time, the market demand of Chinese enterprises for overseas security services is rapidly expanding.

In fact, many investors in China now focus on overseas security projects. There are also a large number of civilian military and police personnel, military fans and people interested in the industry who want to participate.

So, what is the prospect of the hot overseas security industry? Will interested folk masses join in while it is hot? Is it reliable for small companies to start businesses on this basis?

01 Existing mature system

According to incomplete statistics, China's state-owned enterprises alone have hundreds of thousands of employees working overseas. The total number of Chinese citizens working abroad is about several million, and there are tens of thousands of Chinese enterprises.

From 2010 to 2015, overseas Chinese companies encountered about 350 security incidents. Attacks, kidnappings and strikes by local workers are common problems faced by overseas Chinese companies. For this reason, overseas Chinese enterprises spend $10 billion annually on security. This business has huge room for development.

Many people think that this is an industry worthy of investment. However, I need to tell you first that this industry has become a giant industry.

There are already large security companies in China, such as Silver Shield, Xianfeng International and Huaxin Zhong'an, which operate this business, and they also have a set of extremely professional mechanisms to operate the entire process.

Among them, Yindun and Huaxin Zhong'an are private enterprise groups headquartered in Beijing and dedicated to safeguarding China's overseas interests. With a strong government background, they have established branches in more than 10 countries, including Pakistan, the United Arab Emirates, Ethiopia, Kenya, Central Africa and South Sudan.

Xianfeng International is even bigger, and its executive chairman is Eric Prince, the founder of the famous Blackwater International Company.

Readers familiar with the military should know that Blackwater is the benchmark of the entire security industry, almost equivalent to the private military service industry.

The company once won the biggest cake in the security field - the "Global Security Contract for Overseas Personnel" of the U.S. State Department, which exceeded 500 million dollars, and became the largest security contractor of the United States in Iraq. Its customers include the Pentagon, the Central Intelligence Agency, the U.S. State Department, the Federal Bureau of Investigation, the U.S. National Security Agency and other agencies. Almost every domestic security company claims to be the black water of China, However, I must tell you that Blackwater has come to China.

Eric started his new business after finishing Blackwater's business because of the lawsuit.

After several turnarounds, Xianfeng International Co., Ltd. was established, which has been listed in Hong Kong, and its main business is the logistics industry.

Eric once told me that their logistics is different from that of Shunfeng, mainly for logistics and personnel transportation in high-risk areas.

Of course, he has this confidence. In addition to the original security forces, Xianfeng International has its own airports and fleets in Africa, the Middle East and other regions, as well as a large number of ground transportation forces.

So although many people think that this is the new Blackwater, I personally think that the business forms of Xianfeng and Blackwater are not completely consistent. For example, the original security training business of Blackwater is not involved in Xianfeng temporarily.

Erik Prince

As of 2017, there were about 4000 private security companies in China, with more than 4.3 million security practitioners, which seemed unprecedented.

However, no matter in terms of management, experience, talents, language or resources, most domestic enterprises are rare in achieving the above three levels, and cannot compete with the old security enterprises in Europe and the United States.

Some Chinese enterprises are more willing to pay high prices to invite "European and American bodyguards" to provide services. The orders received by domestic security companies are less than 10% of the total business volume.

Then, in the face of huge market share and huge competitive pressure, how can small and medium-sized enterprises emulate the industry leaders, and how can they succeed in overseas security?

02 Factors for the success of security companies

The business model of overseas security business is essentially B2B (Business to Business), which is a business activity between enterprises.

There is no doubt that all B2B companies need products. The security company's product is the security guard of military and police personnel. For example, Xianfeng International's main product is to provide logistics and security services in Africa, while Yindun's previous main product was to provide core security for large conferences.

Although in the eyes of many people, these security products are always specifically used to protect the safety of some people. For example, there are always security personnel around the star leaders on TV. In fact, the main customers of security companies are Chinese funded enterprises that have entered overseas, such as PetroChina Sinopec, infrastructure enterprises such as China Railway CSCEC, and telecommunications enterprises such as Huawei ZTE.

The nature of the work of these enterprises determines that the employees of the company must work in the most desolate, remote and dangerous areas abroad, and indirectly determines that they are the main target of overseas security.

In addition to actively seeking major corporate customers, the success factors of a security company also include market insight. Some people always confuse the concepts of market and customer. In fact, there are many differences between them.

To understand the overseas security market, we should not only identify the target customers, but also understand our own positioning, search for potential purchasing power, and improve our competitiveness. In other words, "market=customer+product+promotion capability".

In addition, it is also very important to find appropriate channels to promote their own security products.

Blackwater, the industry leader, has its own IP, so Eric Prince is not only the executive chairman of Xianfeng International, but also the spokesman in fact - at the same time, this company has also obtained the strategic investment of CITIC Group.

As a result, there are both customer resources and marketing means. As for products, besides security, there are enough logistics resources and monopoly resources. Of course, the realization of all this depends on capital.

For example, the company has abundant capital since its establishment. It has not only set up an operation team quickly, but also purchased a large area of land near Beijing Airport and the government background, so it has a strong ability to obtain customers.

In a word, the overseas security business is a business, which can only be successful if it follows the basic business logic of "capital - product - market - customer - promotion". There are almost no shortcuts to take, and there is almost no opportunity to make a fortune quickly by relying on the overseas security business.

03 Real situation of domestic security industry

In addition to small and medium-sized private enterprises, the domestic "security wind" has also stirred the hearts of many entrepreneurs.

According to the author, in addition to professional military and police personnel, there are many fans who are obsessed with military affairs, investors who are sensitive to market heat, and other people who are interested in the security industry.

Leaving behind the military fans and amateurs outside the circle, although in many people's opinion, the military police are the most suitable person to start a business based on this, many retired veterans around the author are also full of confidence in this, and think that "I am the one who eats this bowl of food, and it is sure to be able to start a company relying on military skills".

But the ideal is very full, but the reality is very skinny.

Once these entrepreneurs have a deep understanding, they will find that in the entire business chain of the overseas security industry, they only have military training skills, and they have no concept of the market and customers, nor are they good at exploring.

Without capital, promotion channels and background support, such a "three no" B2B startup is doomed to fail.

Moreover, many of the training received by domestic military and police personnel are "substandard products" that have not been verified by the security market.

Take an ordinary veteran for example. If he wants to become a professional overseas security officer, he must first obtain some international security certification and should join the relevant international system, such as the Montreux document.

The Montreux document is the result of an international process carried out by the Swiss government and the International Committee of the Red Cross in 2006. The content is to regulate the business of private military and security service companies in various countries during armed conflicts. Although it is not legally binding, it contains a series of relevant international legal obligations and good practices. At present, nearly 20 countries have reached an agreement on the final version of the Montreux document.

In addition, the security certification issued by the Security Industry Authority (SIA) of the United Kingdom is also internationally recognized and universal.

As industry norms, these standards are supervised and implemented by the Association, which has played an important role in regulating the development of the security industry and improving the security service level.

As a result, the quality and standard of security in the United Kingdom has always maintained a leading position in the world security industry.

After obtaining security certification, in order to achieve another target of security products, the ex serviceman should further strengthen his foreign language ability.

You should know that overseas security operations are usually carried out in foreign countries. In most cases, they rely on the cooperation of local personnel. If you cannot communicate in local language, let alone understand the local tactical language, you cannot successfully complete the local security tasks.

For example, when people say "Six O'Clock High" (Six o'Clock direction), you take it as the starting time of the battle, which will delay the important matters.

In addition, first aid certification is also very important.

In reality, the protection object is more likely to die from myocardial infarction than from assassination. Professional security personnel know that CPR is more practical than bombing assassins with RPG in most cases.

Driving ability is also essential. However, this does not mean that ex servicemen can work with a driving license in China. They must at least master defensive driving skills.

Defensive driving technology, as its name implies, is to systematically summarize and summarize relevant driving skills and driving habits to form a simple, clear, scientific and systematic safe driving system. It can help drivers understand human "physiological defects" more clearly, observe and understand driving environment more comprehensively, predict uncertain potential risk factors more accurately, and take preventive measures more timely to avoid traffic accidents.

Of course, this is also internationally certified, and requires special training, not a casual qualification.

To sum up, the threshold for becoming a professional security personnel to provide qualified security products is actually very high. Even military and police personnel still need professional training before they can practice. This industry is definitely not as easy to join as expected.

Professional security personnel Silver Shield Marine Insurance

However, I can responsibly tell you that there are a large number of exaggerated entrepreneurs in this industry.

I have seen at least 100 founders of security companies who claim to be China's first bodyguard. Although they lack sufficient qualifications and no professional certification to be verified, they like to use the lack of recognition ability of public media to promote and sell themselves.

For these uncertain qualifications, I think that both customers and practitioners who want to join the industry should be careful to identify them.

Lincoln, the former President of the United States, has a good saying: You can cheat some people all the time, or you can cheat all the people all the time, but you can't cheat all the people all the time.

Of course, you don't have to worry too much about this. Even in the UK, where the security industry is very mature, there is still a mixture of good and bad.

One of my British colleagues told me that he found more than 100000 retired special forces in the UK who claimed to be SAS (Special Air Service Mission). More than 1000 of them said that they had participated in the raid on the Iranian Embassy and that they were the one who jumped from the balcony with a mask in the news photos.

Then I asked him if there was any truth in it? The friend said that he jumped down from the balcony

Introduction to Armed Escort of Beijing Yindun Security Group

In 2014, Beijing Yindun Security Group launched its armed escort business at sea, which created a new chapter for Chinese armed security guards to escort Chinese ocean going ships, and became one of the first domestic enterprises to independently undertake armed escort business, forcing western maritime security companies to reduce escort costs, saving Chinese ocean going companies a lot of costs.

The escorts of Beijing Yindun Security Group are excellent ex servicemen from the Marine Corps, the Army Special Forces and the Armed Police Special Police Force. They have obtained escort related certificates through strict training, have the qualification and ability to independently complete escort tasks, and have been unanimously recognized by customers at home and abroad with a high degree of loyalty, strict discipline, excellent quality and high-quality service, and are highly praised by the crew.

Beijing Yindun Security Group Maritime has set up bases and offices at various important transit ports in the Indian Ocean to provide ships with various port berthing services and replenish ships with food, fresh water, oil and other urgently needed materials at any time;

Beijing Dispatching Center shall provide accurate anti piracy security situation analysis and regional meteorological and hydrological data for escort ships at any time; The Security Risk Assessment Center can provide customers with relevant national and regional security information, provide Chinese overseas customers with correct and scientific security risk assessment reports and information support in Chinese, English, German and other languages, and formulate crisis disposal plans according to customer needs.

The company also established Anti Piracy Information Monthly and Information Weekly to provide timely and reliable information support for customers. Beijing Yindun Security Group Maritime is the first Chinese member of the International Code of Conduct Association (ICoCA) of private security companies and the Maritime Security Industry Association (SAMI), and the first Chinese enterprise to pass the ISO/PAS 28000/28007 system certification of Lloyd's Group.

The development of security overseas security business of Beijing Yindun Security Group marks that China's armed security has officially gone abroad, and has established the brand of Yindun Haibao in the international security field, as well as the brand of China's armed security!

In addition to security, guard, equipment leasing, maritime armed escort, etc., Beijing Yindun Security Group also carried out overseas training and other related services.

The Armed Escort Business Department of Beijing Yindun Security Group is a security service enterprise specializing in armed escort. With first-class equipment and management system, it is one of the professional security escort service enterprises with the largest scale, the strongest comprehensive strength and the highest technical level in China. Its main business includes special cargo transportation services; Guard service; Safety information consultation; Technical training; Escort of securities, valuables, etc.

Author information: Zhu Jiangming, a well-known military columnist, doctor of international law of Renmin University of China, and military and international political commentator.