![]() Last minute proposal changes made it even worse. His spreadsheet program was too limited to handle the visual detail let alone the mix of hours. The walls of his office were covered with schedule sheets that he had to layout manually. It took one manager over a week to set up a schedule for a courthouse security proposal involving 2800 HPW. Afterwards, it’s operations that have to make them work and remain profitable. They are the ones who have to design these monster schedules as part of the initial proposal. Nailing the big one is also what sends operations managers into fits of cursing. Nailing the big one with 3000 hours per week (HPW) is what sends sales staff and executive managers into demonstrations of ecstasy. They are the bread and butter jobs that provide the bulk of a company’s book of business. Contracts known as 108’s (1 guard, 2 shifts, 7 days a week), 168’s (1 guard, 3 shifts, 7 days a week, and 236’s (2 guards, 3 shifts, 7 days a week) are fairly common. ![]() Landing a big contract at a large site is every security salesperson’s dream.
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