System Integrator tips to win Sales Proposals for New Access Control Systems
Access control provides the
ability to control, monitor and restrict the movement of people, assets or
vehicles, in, out and round a building or site. It is only a matter of time
before you receive the highest compliment from one of your customers when they
say: “We need a completely new access control system, and we want you to design
and implement it.”
Any security systems integrator (Security Safety Automation Integrate - SSA Integrate) who has ever worked on an “enterprise-level” access control project will tell
you it is not just standard access control, only larger. There are a host of
requirements, challenges and issues that come with true enterprise access
control.
Today’s enterprise-level projects are more complex than
ever, with an emphasis on integration with not only other security systems such
as video, but also Active Directory, building control and even beyond — in some
cases going to PSIM-level integration. Technologies such as mobile credentialing,
PoE and convergence have all to greatly impact this space in recent years,
requiring more technical expertise than ever before on the part of the security
systems integrator. I am always with you, in case of any designing issue /
guide is required, just give me a mail – I work for smarter & safer future
– Arindam Bhadra.
Now
I share some Checklist to win sales proposal for New Access
Control Systems. If you
approach it methodically, you can reduce error and ensure that your customer gets
the exact system they require.
Questions to ask include:
•
What is the short-, mid- and long- range vision for the access control system?
Is it based on open standards, like 802.11b/g or 802.3af, for the most
affordable infrastructure? Is it scalable enough to support possible mergers
and acquisitions?
•
What type of Access Card / credential(s) will be used? How many are issued?
What type of format will be used, and can it support a projected card-holder
population? Is it controlled to ensure there are no duplicate IDs?
•
What investment has already been made? Is the current system upgradeable? Or
completely new.
•
What assets does the end-user have, and what value do these assets have in
relation to the operation or business? These range from physical assets like
computers to patient records, employee records and client data.
Observe the End-User
Essentially,
the integrator should be trying to find out about the culture at the end-user’s
location. It can range from an open, accommodating environment, to one with
strict and limiting access controls. There will always be a conflict between
convenience and security — the challenge is to create procedures and rules that
balance these disparate goals.
Did
you observe the employees holding doors open for each other? If so, how are
they able to verify their current employment status? Did they open the door for
persons carrying large packages?
If
so, did they check their IDs? Did visitors sign in at the reception desk? Did
they wear ID badges? Were they escorted by staff members? Did students have a
habit of leaving their rooms unsecure? If so, what sort of liabilities fall on
school administration if a theft occurs and they knowingly allowed that
practice to continue?
Conduct a Site Survey and Security Audit
Walking
through a customer’s facilities can be invaluable when developing a
comprehensive access control plan. Here are a few things to look for:
• Mechanical Security:
If the openings are not mechanically secure, any additional funds spent on
electronic access control are wasted. The following must be addressed before
moving forward on an advanced access control system: Are the doors, frames, and
hinges in good condition? Are they rugged enough for the application and
durable enough for the traffic? Are the frames mortar-filled?
> What key system is in use? Is it a
patented, high-security type? How often are locks re-cored? How many master
keys have been issued? Have any been lost? How easy is it to reproduce the
keys?
> Is there accommodation for the
handicapped to ensure compliance with the Local Act?
> Are cross-corridor fire doors in
place? Do they have magnetic door holders tied to the fire system?
• Identify the Threat:
Consider the
enduser’s surroundings: Have you noticed any evidence of gang activity? Have
you noticed an increase in shuttered businesses?
If
so, perhaps an increase in perimeter security is in order, potentially
including increased lighting, cameras and gated access.
• Evaluate the Facility(s):
This will help you
identify product options. How old is the building? Does it have architectural
or historical significance? How thick are the walls? Was asbestos used as an
insulating material? If so, it may be difficult and costly to install
conventional, wired access control devices. Perhaps a WiFi solution will be a
good alternative.
• Identify Assets and Value: Many consider assets to be tangible items that can be
sold for quick cash. But assets include anything that someone might want to
steal or destroy, and vary among end-users. The important thing is to put a
price tag on the loss of the asset, plus the cost of lost productivity and
potential liability that could result.
Get the Technical Details
For
each opening requiring access control, you’ll need the following details to
ensure you order the right product for the given application:
•
Does the door swing in or out? Is it leftor right-handed?
•
What’s the finish of the existing hardware? What’s the lever style? Would the
end-user prefer a more modern look?
•
How is each door expected to operate? Ensure that an operational narrative is
written for each opening that covers the following conditions, and have the
customer sign off on it. This should include: normal state; authorized/unauthorized
access and egress; monitoring and signaling; and power failure, fire alarm and
mechanical operation.
•
Determine where to place access control equipment. This could be an IT closets,
server rooms, administrators’ offices or under BMS Room. Make sure your staff
will have access for installation, and later for service and maintenance. Also,
make sure there is enough space on the wall to mount access control panels,
interface modules and power supplies.
•
Determine network coverage. Are IP drops where you need them? Is there
sufficient WiFi coverage where you need it should you opt for WiFi locksets?
Validate the Security Requirements
Different
applications and clients have differing security requirements. Verify these
needs with the end-user before starting the system design; otherwise, you could
be in for a lot of extra work. The following considerations should be factored into
an overall access control plan, as they have a direct impact on product selection
and system configuration:
• Lockdown:
Is lockdown capability needed in the interior or just the exterior — or at all?
• Real Time:
Is real-time communications to the access control system a critical requirement?
Perhaps it is for perimeter doors, but what about interior doors?
• Monitoring Requirements:
How much monitoring does the end-user need? In most cases, a door position
switch will suffice; however, some clients want to know that the door is both
closed AND secured — these are not necessarily the same thing.
• Audit Trail Requirements:
How important is it to know who and when someone
entered
a building or room? For code compliance, this feature is always mandatory, such
as accessing computer rooms, personnel records and patient records; however,
some companies use audit trail reports to validate employee activity.
• High-Security and Classified Areas: For increased security, there are
several options. Is multi-factor authentication a requirement, such as card and
PIN or even a biometric verification? Should there be a two-man rule?
• Special Considerations:
Some areas, require valid access credentials from both sides of the door —
keeping the right people in and the wrong people out. This requirement takes
different hardware than a typical free-egress lock or exit device.
Determine Business Requirements
Consider
the final details that will allow you to complete your system design:
• Aesthetics:
Many high-profile building owners use architectural design to make their
facilities stand apart. This extends to the interior space as well. So, is a
black wall reader the right choice? Or will an elegant lock with integrated
card reader and designer lever be a better option?
• Infectious Disease Control: Some locks and doors are available with an
anti-microbial finish designed to inhibit the growth of bacteria.
• Turnover:
What kind of turnover does the facility experience? Heavy turnover would be
difficult to manage with a PDA-programmable offline lock; however, one-card
systems program access privileges onto the card, virtually eliminating the need
to tour the doors to reprogram them. Of course, online solutions could address
this as well.
• Applications:
It is inevitable that a variety of applications will converge into a single
system. That’s why it is important to select an access control system that can
grow by providing application support for parking access, visitor badging, integrated
video and other needs as required.
• System Management:
It is important to determine who, how and where the enduser will manage the new
access control system. For enterprise-class systems, it might mean multiple
departments will manage their own people, while a system administrator will
maintain and manage the main, centralized system.
• Budget:
You ultimately need to know your customer’s budget; however, with all the
upfront research, your findings might be beyond their initial scope. This is
how long-term planning comes into play so you can develop a priority list over
several phases to ensure the end user gets the access control system that fully
meets their requirements
Ensure Code Compliance
Several
agencies have issued codes and standards over the years to enhance life safety,
improve privacy and reduce fraud. They need to be factored into an overall
access control plan, and the Health Insurance Portability and Accountability
Act (HIPAA). National Building Code of India 2016; Life-Safety (NFPA 101) —
Means of Egress; Fire (NFPA 80) — Retro-fitting, Sprinkler Systems;
Accessibility (ANSI A117.1) — Operators, Credentials; and Electrical (NEC NFPA
70) — Installation, Wiring, Products. Select products and services that meet
the design requirements and comply with current standards, such as EN50133
European Access Control Standards and Electrical wiring regulations.
Suppose you need to design 2door, where both side card reader for 100nos Card holder. What is the MOQ.
Option 1:
Sl No
|
Short Description
|
Long Descriptions
|
Unit
|
Total Qty.
|
1
|
Door Controller
|
2 Door / 2 reader Door Controller
|
No.
|
2
|
2
|
Power Supply
|
Power Supply for controller
|
No.
|
2
|
3
|
Proximity Reader
|
Proximity Readers for Entry & Exit
|
No.
|
4
|
4
|
Proximity Card
|
Proximity Cards
|
No.
|
100
|
5
|
EM Lock
|
Singe leaf lock ( 600 lbs)
|
No.
|
2
|
6
|
EDR
|
Emergency Break glass switch
|
No.
|
2
|
7
|
MC
|
Magnatic Contuct
|
No.
|
2
|
8
|
Access Software
|
Access Control Software
|
Set
|
1
|
9
|
Patch Cord
|
Patch Cord 3 M
|
No.
|
2
|
10
|
Network Switch
|
4port Network Switcher
|
No.
|
1
|
11
|
Access Workstation
|
PC i5 with windows operating system, complete with keyboard, mouse
|
No.
|
1
|
12
|
4C Cable
|
Supply, Laying & Testing of 4cx1.5 sq.mm cable
|
RM
|
30
|
13
|
2C Cable
|
Supply, Laying & Testing of 2cx1.5 sq.mm cable
|
RM
|
40
|
14
|
25mm PVC Conduit
|
Supply, Laying & Testing of 25mm dia. PVC type conduit
|
RM
|
60
|
Option 2:
Sl No
|
Short Description
|
Long Descriptions
|
Unit
|
Total Qty.
|
1
|
Door Controller
|
Standalone Door Controller cum reader.
|
No.
|
2
|
2
|
Power Supply
|
Power Supply for controller
|
No.
|
2
|
3
|
Proximity Reader
|
Proximity Readers for Entry & Exit
|
No.
|
2
|
4
|
Proximity Card
|
Proximity Cards
|
No.
|
100
|
5
|
EM Lock
|
Singe leaf lock ( 600 lbs)
|
No.
|
2
|
6
|
EDR
|
Emergency Break glass switch
|
No.
|
2
|
7
|
MC
|
Magnatic Contuct
|
No.
|
2
|
8
|
Access Software
|
Access Control Software
|
Set
|
1
|
9
|
Patch Cord
|
Cat6a Cable
|
RM
|
30
|
10
|
Network Switch
|
4port Network Switcher
|
No.
|
1
|
11
|
Access Workstation
|
PC i5 with windows operating system, complete with keyboard, mouse
|
No.
|
1
|
12
|
4C Cable
|
Supply, Laying & Testing of 4cx1.5 sq.mm cable
|
RM
|
30
|
13
|
2C Cable
|
Supply, Laying & Testing of 2cx1.5 sq.mm cable
|
RM
|
40
|
14
|
25mm PVC Conduit
|
Supply, Laying & Testing of 25mm dia. PVC type conduit
|
RM
|
60
|
Ref:
Access & Identity Management Handbook.
https://ipvm.com/reports/video-surveillance--access-control-integration
BS EN 50133-2-1:2000 British Standards Institution 2018.
