Securing business

MY BIG IDEA/ Vivek Pasricha

When he set up his own business, Major Vivek Pasricha realised that his seven-year stint in the Army had had an unanticipated side-benefit: it had prepared him for the discipline of corporate life better than a B-school would have.

Pasricha established Pro-Interactive Services, a security solutions company, in late 1999 with the provident fund he had received from the Army. Initially it supplied bodyguards to corporates, but he soon expanded the business to providing security equipment for houses. Today Pro-Interactive has a turnover of around Rs 8 crore, with offices around the country.

I WAS born in Alwar but since my dad was in the Army I spent most of my childhood and youth moving from one town to another and changing schools constantly. I did my graduation in arts from Punjab University and simultaneously did sundry odd jobs "" including stints in marketing and trading.

After graduating, I joined the Army myself. Of course, I had my father's example to follow but another reason was that I love the outdoors. I'm a qualified hang-glidist and also enjoy white water rafting and trekking. Besides, I was attracted by the sense of discipline the Army inculcates in people, something I had also seen in my father.

I joined the Army in 1989, in Baroda. After spending seven years there, I decided to join the National Security Guards and was posted to Delhi, which is where I've been ever since.

In late 1999 I had the idea of starting my own company. Until then, I hadn't really decided what line to take. But I had developed an interest in security and was struck by the prospect of getting some professionalism into what was a very disorganised sector.

Also, I figured that my Army background would give me a level of credibility in the field. So I set up Pro-Interactive using as investment the provident fund of Rs 90,000 I had from the Army. Of course, a little while later I had to borrow an additional Rs 1 lakh from my elder brother.

We started with providing personal security "" mainly, supplying bodyguards to corporates. This wasn't as simple a task as you might imagine: it wasn't just a question of providing trained bodyguards "" most of whom were ex-NSG cadets "" but also of teaching our clients and their staff to become more security-conscious.

Anyway, soon some of our clients evinced an interest in security equipment. So I started tying up with various suppliers who imported equipment from overseas "" there is still hardly any manufacturing done in India. The scope of the business widened and we now cater to the complete security needs of our customers.

This is how it works: if someone approaches us for advice about security measures, we first send our employees to their farmhouse, bungalow or flat. As per the client's budget and the size of the house, we first work out what can be installed and then advice him on specific equipment based on the threat perception. Once we get the go-ahead from the client, we install the equipment.

There are many options, ranging from basic cameras to movement sensors, glass-break detectors and remote controls for gates. But people only find out about them when they speak to a specialist.

We also pride ourselves on our 24X7 after-sales back-up. A client can call any time of day or night, and there will be someone to assist him.

We opened our second Delhi office in 2002, and this was followed by offices in Gurgaon, Chandigarh, Jullundar, Bangalore and Mumbai. We now have a staff of around 1,500 people across the country and we aim to double our turnover every year.

In my opinion, a stint in the Army prepares you better than any business school can. It teaches you all you need to know about manpower-handling, organising and, most importantly, self-discipline. I've certainly managed well enough despite my zero commercial experience!