Stanley partners with guard company U.S. Security Associates

FISHERS, Ind.—Stanley Convergent Security Systems has partnered with U.S. Security Associates, the fourth-largest guarding company in North America.

“We envision several million dollars in ancillary business as the result of the opportunities we will bring to each other,” said Ray Dean, VP of key accounts for Stanley Security Solutions, parent company of Stanley CSS.

Brian Dooling, head of marketing for U.S. Security Associates, said he expects the same results for his company.

U.S. Security Associates has 160 offices in the United States, Canada, Mexico and Puerto Rico. In addition to guarding, it does consulting and investigations. It has 47,000 employees and $1.2 billion in annual revenue.

The partnership will begin with pilot programs in Dallas, Atlanta and Miami. “We will take leaders in those areas and tie key salespeople together. They will go and see each others' clients, make the visits together,” Dean explained.

Dean said that many of his clients either need guard services or may be unhappy with their current guard provider. The partnership will enable Stanley to recommend U.S. Security Associates and introduce clients to a contact at the company. Likewise, Dooling said, the partnership with Stanley gives U.S. Security Associates “a whole toolbox of solutions” to offer its customers.

The partnership, which was announced April 11, netted a potential deal for Stanley within the first week. Dean said he received a phone call from a U.S. Security guard client who is looking for a new integration partner. “They spend $1 million a year in integration,” Dean said. “That's just one client.”

The pilot projects will be expanded to other cities in coming months.

Dean and Dooling said they have not determined how many clients they share, but noted that they both have many Fortune 500 and Fortune 100 clients.

This is not the first time the industry has seen a partnership between an integration firm and a guard company. In 2009, guarding giant G4S got into integration with the purchase of Adesta. In 2011, Convergint Technologies announced an alliance with Securitas. Earlier that year, Securitas had attempted to purchase integration firm Niscayah, but Niscayah was instead purchased by Stanley.