Outsourced Security Services
A practical guide to understanding what the buyer really wants and how to build a winning response.
Don't Just Sell Security — Sell Partnership
This tender isn't just about providing security officers.
It's about becoming a reliable partner for Solihull College and University Centre.
They need a safeguarding-led approach that integrates seamlessly with their in-house team.
The contract covers all campuses, starting from June 2027, with a focus on continuity and dependability.
Think About What Keeps the College Safe
The College's primary concern is safety.
Not just in terms of physical security, but in ensuring a safe learning environment.
Your proposal should reflect a deep understanding of safeguarding principles.
How will your team work with the College's existing security staff?
Pay Attention to What They Say
The College is clear about their expectations.
They need "continuity of approved officers" and "prompt cover at short notice".
This isn't just a nice-to-have — it's central to their requirement.
If I were writing this tender, I'd focus on how my team guarantees these elements.
Evidence Always Beats Promises
One thing I noticed in the public sector is that evidence carries more weight than promises.
If you have testimonials, case studies or performance metrics, include them.
- Testimonials from similar educational institutions
- Data showing response times for emergency cover
- Case studies highlighting successful partnerships
Show How You'll Make Life Easier for the College
Every contract creates work for the client.
The best contractors reduce that workload.
Explain how your management processes will support the College, not just during regular hours but out of hours too.
Don't Underestimate the Importance of Out of Hours Response
An effective out of hours response is crucial.
It's not just about having someone on call.
It's about having someone dependable who can respond promptly and effectively.
How will you ensure that your service remains robust around the clock?
One Thing I'd Keep Reminding Myself
Remember, this is about people.
The students, staff and visitors all rely on the security service to keep them safe.
Every part of your submission should reflect that understanding and commitment.
Holding Standards Over the Whole Term
Consistency is key.
The contract runs for two years, with the possibility of extension.
Your proposal should detail how you plan to maintain high standards throughout.
- Recruiting and retaining skilled officers
- Regular training and performance reviews
- Clear plans for handling absences and emergencies
Common mistakes
Avoid submissions that:
- Overlook the significance of seamless integration with the in-house team
- Fail to provide evidence of previous success in similar settings
- Focus solely on cost rather than value for money
- Ignore the importance of a strong out of hours response
- Lack detail on maintaining service standards over the full term
- Do not address the need for prompt cover at short notice
My Final Thoughts
Solihull College is looking for more than just a security provider.
They're looking for a partner who understands the importance of safeguarding and can deliver a dependable service.
With a contract value of £1,160,000, the focus is on value for money, not just the lowest bid.
Your written submission should clearly reflect these priorities.
Thanks for reading.
I hope this guide has helped make public procurement feel a little less daunting. If it has, then it's done its job.
P.S. Got a question?
If you've got a question about anything you've read, or you're stuck on a tender, just send me an email.
Whether it's a quick question or you simply need pointing in the right direction, I'm always happy to help if I can.
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Our guides are written using publicly available procurement information, including contract notices and published tender documents where available. They are designed to help suppliers understand the buyer's likely priorities and think more strategically about their approach. They are not based on any bidder's confidential submission, bespoke bid strategy or non-public procurement information.