Business Beat - January 2003 - by Joni Hullinghorst

A Micro Success Story, Saber Security: Dedication Pays Huge Dividends

Security is hardly a line of work in which you'd expect to find a cheerful, enthusiastic proprietor, any more than a friendly person like Ron Greenleaf is the type of person you'd imagine running a high quality security firm.

At one time Greenleaf might have agreed with that assessment. After working for almost two years in a maximum security facility for the New Hampshire Department of Corrections, Greenleaf left the security business for health care. Eventually, though, he was drawn back to security. He started working part time, then eventually went work for security giant Allied Spectaguard. There he worked his way up to State Roving Manager, supervising 6000 man-hours per week. He loved the work but he wanted something more from it.

"As my grandmother used to say, 'If you think you can do a better job, shut up and do it,'" says Greenleaf. What he thought he could do better was to build his own business.

"The problem that you run into with corporate America is that the dedication becomes superficial," says Greenleaf. "I don't believe in operating that way and never will. It's one thing to tell a client what he wants to hear while he's sitting in your office, and another thing to put that into practice. There needs to be a real dedication to what you're doing, and not just a money-making mechanism."

Greenleaf saw nothing incompatible between a true dedication to clients and a true dedication to his frontline officers. Dedication to the client translates into hiring only the best for Saber's security officers. (The term "guard" is taboo in Greenleaf's lexicon.) The screening process is intense and comprehensive; only 8% of those that apply are hired. Greenleaf intentionally keeps Saber's criteria far stiffer than most in the industry. For example, its drug test screening performs a 10 panel drug test.

"The importance of that 10 panel test," says Greenleaf, "is that to get on to the police department, for example, you only have to pass five. That means that if you abuse legal drugs, you can still qualify to get on your local PD. You abuse legal drugs, and you don't go to work for Saber Security."

Dedication to his officers is exemplified by extensive, intensive training.

"Traditionally security industry doesn't do a lot of training," says Greenleaf. "What happens is, what little they do, they try to make fit everything. You take the teaspoon and try to make it fit the cup. By the time a fulltime officer has completed his first year for us, he's eligible to sit for his national certification."

Saber's security officers have twelve months to complete all 32 different topic areas of the training manual.

"If you don't," says Greenleaf, "you're no longer with us."

Greenleaf himself proctors the four-hour, 310-question test, which is then sent off to Florida for grading. At present, 68% of his staff is now nationally certified through the International Foundation for Protection Officers.

Greenleaf has translated that dedication into an astonishing 87% growth rate in a company that only celebrated its first year in business this past July. A business that began with three fulltime officers has grown to 10 fulltime officers, three part-time officers, two on call, a fulltime security manager (who does spot checks on all the sites), and a sales person. All security officers must be willing to work at least two sites, for which they are cross-trained. Half of his officers are trained for every site, including special events sites.

Saber's motto is "Bringing security to a new level." He emphasizes repeatedly his belief that it can be - should be - a profession rather than a job.

"We're dealing with protecting lives, property and proprietary information," he says.

Greenleaf attributes Saber's phenomenal growth to a combination of marketing, word-of-mouth, and an expansion of services to include background checks for a client's prospective employees.

Greenleaf's enthusiasm for safety and protection carries over into his community service work. He sits on the committee of the Sullivan County Domestic Violence in the Workplace Prevention Committee, which focuses on getting human resources and safety committee management involved in making the workplace safe for employees that are victims of domestic violence.

"Our purpose is to is to share with businesses ways to reduce workplace violence that's carried over from the home," he says. That can involve anything from moving an employee's desk from a highly visible location to having security officers escort employees to their cars after hours.

"Our clients are more than just happy," says Greenleaf. "We're applying the 101% solution, not just 100%, so that our clients are more than just happy."

And that, believes Greenleaf, is what is responsible for Saber's uncanny growth.

For more information, contact Saber Security at 603-826-4773, or visit their website at www.sabersecurity.net.