2018年春节档的《红海行动》是一部制作水平颇高的军事电影。

影片根据2015年“也门撤侨”真实事件改编而成。主要刻画了中国海军蛟龙突击队奉命前往“伊维亚共和国”解救中国公民的惊险过程。截至发稿前，电影累计票房已超过33亿。

值得注意的是，与电影口碑和票房同时上升的，是民间对于海外安保项目的关注度。

正如《红海行动》、《战狼2》等电影中所反映的一样，随着全球经济一体化进程的加快，中国企业正以前所未有的规模和力度“走出去”，与此同时，中国企业对海外安保服务的市场需求也迅速扩大。

国内现在其实也有很多投资人把眼光放在了海外安保项目上，民间也有大量军警人员、军迷和对该行业感兴趣的人士想投身参与进来。

那么，炙手可热的海外安保行业前景究竟如何？感兴趣的民间大众是否要趁热投身进来？小公司依此创业到底靠不靠谱？

01现有的成熟体制

据不完全统计，中国仅国有企业就有数十万员工在海外工作。在国外工作的中国公民总数大概有几百万，中资企业几万家。

从2010年到2015年，海外中国公司遭遇了约350起安全事件。袭击、绑架和当地工人罢工是海外中国公司经常面临的问题，为此海外的中资企业每年为安保花费100亿美元，这项业务的发展空间巨大。

有不少人认为，这是个值得投资的行业，然而我首先需要告诉大家的是，这个行当已经巨头林立。

国内已经有诸如银盾、先丰国际、华信中安等大型安保公司经营此业务，而且它们也都有一套极为专业的机制来运作整个流程。

其中，银盾、华信中安公司总部位于北京，专注于维护我国海外利益的民营企业集团，拥有比较强的政府背景，目前在巴基斯坦、阿联酋、埃塞俄比亚、肯尼亚、中非、南苏丹等10余个国家都建立了分支机构。

而先丰国际来头更大，执行主席是大名鼎鼎的黑水国际公司创始人埃里克·普林斯。

熟悉军事的读者应该都知道，黑水是整个安保行业的标杆，几乎等同于私人军事服务行业。

该公司曾一举斩获安保领域最大的蛋糕——超过5亿美元的美国国务院“全球驻外人员安保合同”，成为美国在伊拉克最大的安保承包商，它的客户包括五角大楼、中央情报局、美国国务院、联邦调查局、美国国家安全局等机构，几乎每一家国内安保公司都号称自己要做中国的黑水，然而我必须告诉大家的是，黑水已经来到了中国。

黑水公司的黑熊爪商标

埃里克由于官司缠身，在结束黑水公司业务后，开始了重新创业的历程。

几经周转后，建立了先丰国际公司，该公司已经在香港上市，主营业务是物流行业。

埃里克曾经亲口告诉我，他们的物流和顺丰等是不一样的，主要是针对高危地区的物流及人员传送。

当然，他完全有这个底气，除了原有的安保力量之外，先丰国际在非洲和中东等地区都有自己的机场和机队，更有大量的地面运输力量。

所以尽管有很多人认为这是新的黑水，然而我个人认为先丰和黑水的业务形态并不完全一致，比如黑水原来的安保培训业务，暂时先丰就没有涉及。

埃里克·普林斯

截至2017年中国共有约4000家民营保安公司，保安从业人员更是高达430多万人，看起来空前火爆。

但无论是管理、经验、人才、语言还是资源，国内大多数企业做到上述三家水平的凤毛麟角，更无法与欧美老牌安保企业相抗衡。

一些中资企业更愿意花大价钱请“欧美保镖”提供服务，国内安保公司拿到的订单还不到总业务量的10%。

那么，面对庞大的市场份额和巨大的竞争压力，中小型企业该如何效仿行业先锋，又怎样才能在海外安保事业上取得成功呢？

02安保公司成功的因素

海外安保业务的商业模式从本质上讲是B2B（Business-to-Business），是企业与企业之间进行的一种商业活动。

毋庸置疑，所有的B2B公司都是要有产品的。而安保公司的产品就是军警人员的安全护卫，比如先丰国际的主要产品就是在非洲提供物流和安保服务，而银盾公司此前的主要产品则是为大型会议提供核心安保工作。

尽管在很多人眼中，这些安保产品总是具体在保卫某些人的安全，像电视中的明星首脑身边总少不了安保人员的身影，但实际安保公司主要客户还是进军海外的中资企业，如中石油中石化这样的资源型企业，中铁中建这样的基建型企业，华为中兴这样的电信企业等等。

这些企业的工作性质决定了公司员工都要在国外最荒凉、最偏僻、最危险的地区进行作业，也间接决定了他们才是海外安保的主要对象。

除了要积极争取主要企业客户，一家安保公司的成功因素还包括洞悉市场。总有人把市场和客户的概念弄混淆，实际它们二者之间存在很多差别。

摸清海外安保市场，不仅要明确目标客户，还要搞清自己的定位，搜寻潜在购买力，提高自己的竞争力。换句话说，“市场=客户+产品+推广能力”。

此外，找到合适的渠道推广自己的安保产品也是十分重要的。

业界大佬黑水公司就自带IP，因此埃里克·普林斯既是先丰国际的执行主席，实际上也是代言人——与此同时，这家公司还获得了中信集团的战略投资。

于是客户资源和市场推广手段都有了，至于产品除了安保之外，人还有足够的物流资源和垄断性资源。当然，这一切的实现都要靠资本来运作。

像公司建立之初就资本雄厚，不仅迅速搭起了运营团队，而且在北京机场附近购买了大片土地加上政府背景，获取客户能力也非常强大。

总而言之，海外安保业务就是一门生意，还是要遵循“资本——产品——市场——客户——推广”这个最基本的商业逻辑才能成功，几乎没有什么捷径可以走，想靠海外安保业务迅速大捞一笔的机会几乎不存在。

03国内安保行业的真实情况

除了中小型民营企业，国内这股“安保风”也吹动了不少创业者的心。

据笔者了解，想积极投身这一行业的除了专业的军警人士，还有不少对军事痴迷的爱好者，对市场热度敏感的投资人，以及其他对安保行业感兴趣的人。

抛去跟风的军迷和圈外爱好者，尽管在不少人看来，军警人士在这些人中是最适合依此创业的，笔者身边许多退役老兵也对此信心满满，认为“自己就是吃这碗饭的，靠着军事本领开公司肯定能行”。

但理想很丰满，现实却很骨感。

这些创业者一旦深入了解就会发现，在海外安保行业的整个商业链条中，自己仅有军事训练技能，对于市场和客户既没有概念，也不善于发掘。

没有资本加入，没有推广渠道，也没有背景支持，这样一个“三无”的B2B创业公司注定要失败。

更何况，国内军警人员所受的训练，很多都是未经安保市场验证的“不达标产品”。

拿一名普通的退伍军人举例，如果他想成为专业的海外安保人员，首先他必须取得一些国际安保认证，并且应该加入相关的国际体系，比如蒙特勒文件。

蒙特勒文件是瑞士政府和红十字国际委员会在2006年开展的一项国际进程的结果，内容为对武装冲突期间各国私营军事和安保服务公司营业的规制，虽然它并不具有法律约束力，但它包含了一系列相关国际法律义务和良好惯例，目前已经有近20个国家就蒙特勒文件的终稿达成一致意见。

此外，英国保安行业管理局（SIA）颁发的安保认证也是国际上普遍认可和通用的。

这些标准作为行业规范，由协会监督执行，在规范保安业的发展，提高保安服务水准方面发挥了重要作用。

因此，英国的保安质量和水准在世界保安业一直保持领先地位。

在取得了安保认证后，为达到安保产品的另一项指标，这名退役军人还要进一步加强外语能力的学习。

要知道，海外安保业务通常都是在异国展开军事行动，绝大多数情况下都要依靠在地人员配合行动，如果你不会用当地的语言去交流，更不懂当地的战术语言，就无法顺利完成在地安保任务。

比如人家说“Six O'Clock High”（六点钟方向），你当成了作战开始时间，这就会耽误大事儿。

另外，急救认证也非常重要。

在现实情况中，保护对象死于心梗实际上比死于暗杀的几率更高，专业的安保人员懂得一些心肺复苏术（CPR）大多数情况下都比会用火箭筒（RPG）轰炸刺客更实用。

驾驶能力也是必不可少的。但这不代表退役军人在国内有驾照就能上岗，他必须至少掌握防御性驾驶技术。

防御性驾驶技术，顾名思义就是将相关的驾驶技能和驾驶习惯进行系统的总结和归纳，形成一套简单明了、科学系统的安全驾驶体系，它能帮助驾驶员更清楚地了解人类的“生理缺陷”、更全面地观察并了解驾驶环境、更准确地预测不确定的潜在的危险因素、更及时地采取预防措施避免交通事故。

当然，这在国际上也是有认证的，需要专门培训，不是随随便便就能获得的资质。

综上所述，成为一名专业的安保人员，提供合格的安保产品的门槛其实很高，即便是军警人士仍需要经过专业的培训后才能够实操作业，这一行绝对没有想象中的那么容易投身加入。

但我可以负责任地告诉你，这个行业中存在大量言过其实的创业者。

我起码见过100多个号称自己是中国第一保镖的安保公司创始人，他们虽然缺乏足够的资历，也没有任何可以考证的专业认证，却喜欢利用公共媒体缺乏辨识能力的特点，疯狂炒作以推广和销售自己。

对于这些不能确定的资历，我认为无论是客户还是希望投身行业的从业人员，都需要小心认真的辨识。

美国前总统林肯有一句话说得好：你可以在所有的时间欺骗一部分人，也可以在一段时间欺骗所有的人，但你不可能在所有的时间欺骗所有的人。

当然，大家对此也不必过于担心，即便在安保行业非常成熟的英国，仍旧存在鱼龙混杂真假难辨的现象。

我的一位英国同行就告诉我，他发现在英国有10多万人号称自己是SAS（特种空勤团）的退役特种兵，其中超过1000人说自己参加过突击伊朗大使馆的行动，并且是新闻照片中那个蒙面从阳台跳下来的那位。

然后，我问他那到底里边有真的吗？那位朋友说，他就是从阳台跳下来那个……

北京银盾安保集团武装护航简介

2014年北京银盾安保集团海上武装护航业务的开展，开创了中国武装保安为中国远洋船舶护航的新篇章，成为国内首批独立承揽武装护航业务的企业之一，迫使西方海上安保企业降低护航费用，为中国远洋公司节省了大量成本支出。

北京银盾安保集团护航队员来自海军陆战队、陆军特种部队、武警特警部队的优秀退伍士兵，通过严格培训取得了护航相关证件，具备独立完成护航任务的资质和能力，以高度的忠诚、严格的纪律、过硬的素质、优质的服务得到国内外客户一致认可，受到船员的高度赞誉。

北京银盾安保集团海事在印度洋各重要中转港口设立了基地和办事机构，为船舶提供各种靠港服务，随时为船舶补充食品、淡水、油料等急需物资；

北京调度中心随时为护航船舶提供准确的防海盗安全形势分析和区域气象水文资料；安全风险评估中心可为客户提供相关国家和区域的安全信息，为中国赴海外客户提供正确、科学的安全风险评估报告和中、英、德等语种的信息支持，并根据客户需要制订危机处置方案。

公司还创办了《防海盗信息月报》、《信息周报》，为客户提供及时可靠的信息支援。北京银盾安保集团海事是私营保安公司国际行为准则协会（ICoCA）及海运保安工业协会（SAMI）的首批中国会员，是首家通过英国劳氏集团ISO/PAS 28000/28007体系认证的中国企业。

北京银盾安保集团保安海外安保业务的开展，标志着中国武装保安正式走出国门，并在国际安保领域树立了银盾海保的品牌，树立了中国武装保安的品牌！

除了安保、守卫、设备租赁、海上武装护航等，北京银盾安保集团还开展了海外培训等相关服务。

北京银盾安保集团武装押运事业部专门从事武装押运的保安服务企业，具有一流的装备和管理体系，是目前国内企业规模最大、综合实力最强、技术水平最高的专业保安押运服务企业之一，主要业务包括特种货物运输服务；守卫服务；安全信息咨询；技术培训；有价证券、贵重物品押运等。

作者信息：朱江明，知名军事专栏作家、中国人民大学国际法博士、军事及国际政治评论人。

本文首发于  市井财经（ID：yigejubaopen）

银盾安保集团全文英文翻译

The 2018 Spring Festival version of Operation Red Sea is a military film with high production level.

The film is adapted from the real event of "Yemeni evacuation" in 2015. It mainly depicts the adventurous process of the Chinese navy Jiaolong commandos who were ordered to go to the "Republic of Ivia" to rescue Chinese citizens. By the time of press release, the cumulative box office of films had exceeded 3.3 billion yuan.

It is worth noting that the popularity of overseas security projects has risen at the same time as the film's reputation and box office.

As reflected in films such as Red Sea Action and War Wolf 2, with the acceleration of the process of global economic integration, Chinese enterprises are "going global" with unprecedented scale and strength. At the same time, the market demand of Chinese enterprises for overseas security services is rapidly expanding.

In fact, many investors in China now focus on overseas security projects. There are also a large number of civilian military and police personnel, military fans and people interested in the industry who want to participate.

So, what is the prospect of the hot overseas security industry? Will interested folk masses join in while it is hot? Is it reliable for small companies to start businesses on this basis?

01 Existing mature system

According to incomplete statistics, China's state-owned enterprises alone have hundreds of thousands of employees working overseas. The total number of Chinese citizens working abroad is about several million, and there are tens of thousands of Chinese enterprises.

From 2010 to 2015, overseas Chinese companies encountered about 350 security incidents. Attacks, kidnappings and strikes by local workers are common problems faced by overseas Chinese companies. For this reason, overseas Chinese enterprises spend $10 billion annually on security. This business has huge room for development.

Many people think that this is an industry worthy of investment. However, I need to tell you first that this industry has become a giant industry.

There are already large security companies in China, such as Silver Shield, Xianfeng International and Huaxin Zhong'an, which operate this business, and they also have a set of extremely professional mechanisms to operate the entire process.

Among them, Yindun and Huaxin Zhong'an are private enterprise groups headquartered in Beijing and dedicated to safeguarding China's overseas interests. With a strong government background, they have established branches in more than 10 countries, including Pakistan, the United Arab Emirates, Ethiopia, Kenya, Central Africa and South Sudan.

Xianfeng International is even bigger, and its executive chairman is Eric Prince, the founder of the famous Blackwater International Company.

Readers familiar with the military should know that Blackwater is the benchmark of the entire security industry, almost equivalent to the private military service industry.

The company once won the biggest cake in the security field - the "Global Security Contract for Overseas Personnel" of the U.S. State Department, which exceeded 500 million dollars, and became the largest security contractor of the United States in Iraq. Its customers include the Pentagon, the Central Intelligence Agency, the U.S. State Department, the Federal Bureau of Investigation, the U.S. National Security Agency and other agencies. Almost every domestic security company claims to be the black water of China, However, I must tell you that Blackwater has come to China.

Eric started his new business after finishing Blackwater's business because of the lawsuit.

After several turnarounds, Xianfeng International Co., Ltd. was established, which has been listed in Hong Kong, and its main business is the logistics industry.

Eric once told me that their logistics is different from that of Shunfeng, mainly for logistics and personnel transportation in high-risk areas.

Of course, he has this confidence. In addition to the original security forces, Xianfeng International has its own airports and fleets in Africa, the Middle East and other regions, as well as a large number of ground transportation forces.

So although many people think that this is the new Blackwater, I personally think that the business forms of Xianfeng and Blackwater are not completely consistent. For example, the original security training business of Blackwater is not involved in Xianfeng temporarily.

Erik Prince

As of 2017, there were about 4000 private security companies in China, with more than 4.3 million security practitioners, which seemed unprecedented.

However, no matter in terms of management, experience, talents, language or resources, most domestic enterprises are rare in achieving the above three levels, and cannot compete with the old security enterprises in Europe and the United States.

Some Chinese enterprises are more willing to pay high prices to invite "European and American bodyguards" to provide services. The orders received by domestic security companies are less than 10% of the total business volume.

Then, in the face of huge market share and huge competitive pressure, how can small and medium-sized enterprises emulate the industry leaders, and how can they succeed in overseas security?

02 Factors for the success of security companies

The business model of overseas security business is essentially B2B (Business to Business), which is a business activity between enterprises.

There is no doubt that all B2B companies need products. The security company's product is the security guard of military and police personnel. For example, Xianfeng International's main product is to provide logistics and security services in Africa, while Yindun's previous main product was to provide core security for large conferences.

Although in the eyes of many people, these security products are always specifically used to protect the safety of some people. For example, there are always security personnel around the star leaders on TV. In fact, the main customers of security companies are Chinese funded enterprises that have entered overseas, such as PetroChina Sinopec, infrastructure enterprises such as China Railway CSCEC, and telecommunications enterprises such as Huawei ZTE.

The nature of the work of these enterprises determines that the employees of the company must work in the most desolate, remote and dangerous areas abroad, and indirectly determines that they are the main target of overseas security.

In addition to actively seeking major corporate customers, the success factors of a security company also include market insight. Some people always confuse the concepts of market and customer. In fact, there are many differences between them.

To understand the overseas security market, we should not only identify the target customers, but also understand our own positioning, search for potential purchasing power, and improve our competitiveness. In other words, "market=customer+product+promotion capability".

In addition, it is also very important to find appropriate channels to promote their own security products.

Blackwater, the industry leader, has its own IP, so Eric Prince is not only the executive chairman of Xianfeng International, but also the spokesman in fact - at the same time, this company has also obtained the strategic investment of CITIC Group.

As a result, there are both customer resources and marketing means. As for products, besides security, there are enough logistics resources and monopoly resources. Of course, the realization of all this depends on capital.

For example, the company has abundant capital since its establishment. It has not only set up an operation team quickly, but also purchased a large area of land near Beijing Airport and the government background, so it has a strong ability to obtain customers.

In a word, the overseas security business is a business, which can only be successful if it follows the basic business logic of "capital - product - market - customer - promotion". There are almost no shortcuts to take, and there is almost no opportunity to make a fortune quickly by relying on the overseas security business.

03 Real situation of domestic security industry

In addition to small and medium-sized private enterprises, the domestic "security wind" has also stirred the hearts of many entrepreneurs.

According to the author, in addition to professional military and police personnel, there are many fans who are obsessed with military affairs, investors who are sensitive to market heat, and other people who are interested in the security industry.

Leaving behind the military fans and amateurs outside the circle, although in many people's opinion, the military police are the most suitable person to start a business based on this, many retired veterans around the author are also full of confidence in this, and think that "I am the one who eats this bowl of food, and it is sure to be able to start a company relying on military skills".

But the ideal is very full, but the reality is very skinny.

Once these entrepreneurs have a deep understanding, they will find that in the entire business chain of the overseas security industry, they only have military training skills, and they have no concept of the market and customers, nor are they good at exploring.

Without capital, promotion channels and background support, such a "three no" B2B startup is doomed to fail.

Moreover, many of the training received by domestic military and police personnel are "substandard products" that have not been verified by the security market.

Take an ordinary veteran for example. If he wants to become a professional overseas security officer, he must first obtain some international security certification and should join the relevant international system, such as the Montreux document.

The Montreux document is the result of an international process carried out by the Swiss government and the International Committee of the Red Cross in 2006. The content is to regulate the business of private military and security service companies in various countries during armed conflicts. Although it is not legally binding, it contains a series of relevant international legal obligations and good practices. At present, nearly 20 countries have reached an agreement on the final version of the Montreux document.

In addition, the security certification issued by the Security Industry Authority (SIA) of the United Kingdom is also internationally recognized and universal.

As industry norms, these standards are supervised and implemented by the Association, which has played an important role in regulating the development of the security industry and improving the security service level.

As a result, the quality and standard of security in the United Kingdom has always maintained a leading position in the world security industry.

After obtaining security certification, in order to achieve another target of security products, the ex serviceman should further strengthen his foreign language ability.

You should know that overseas security operations are usually carried out in foreign countries. In most cases, they rely on the cooperation of local personnel. If you cannot communicate in local language, let alone understand the local tactical language, you cannot successfully complete the local security tasks.

For example, when people say "Six O'Clock High" (Six o'Clock direction), you take it as the starting time of the battle, which will delay the important matters.

In addition, first aid certification is also very important.

In reality, the protection object is more likely to die from myocardial infarction than from assassination. Professional security personnel know that CPR is more practical than bombing assassins with RPG in most cases.

Driving ability is also essential. However, this does not mean that ex servicemen can work with a driving license in China. They must at least master defensive driving skills.

Defensive driving technology, as its name implies, is to systematically summarize and summarize relevant driving skills and driving habits to form a simple, clear, scientific and systematic safe driving system. It can help drivers understand human "physiological defects" more clearly, observe and understand driving environment more comprehensively, predict uncertain potential risk factors more accurately, and take preventive measures more timely to avoid traffic accidents.

Of course, this is also internationally certified, and requires special training, not a casual qualification.

To sum up, the threshold for becoming a professional security personnel to provide qualified security products is actually very high. Even military and police personnel still need professional training before they can practice. This industry is definitely not as easy to join as expected.

Professional security personnel Silver Shield Marine Insurance

However, I can responsibly tell you that there are a large number of exaggerated entrepreneurs in this industry.

I have seen at least 100 founders of security companies who claim to be China's first bodyguard. Although they lack sufficient qualifications and no professional certification to be verified, they like to use the lack of recognition ability of public media to promote and sell themselves.

For these uncertain qualifications, I think that both customers and practitioners who want to join the industry should be careful to identify them.

Lincoln, the former President of the United States, has a good saying: You can cheat some people all the time, or you can cheat all the people all the time, but you can't cheat all the people all the time.

Of course, you don't have to worry too much about this. Even in the UK, where the security industry is very mature, there is still a mixture of good and bad.

One of my British colleagues told me that he found more than 100000 retired special forces in the UK who claimed to be SAS (Special Air Service Mission). More than 1000 of them said that they had participated in the raid on the Iranian Embassy and that they were the one who jumped from the balcony with a mask in the news photos.

Then I asked him if there was any truth in it? The friend said that he jumped down from the balcony

Introduction to Armed Escort of Beijing Yindun Security Group

In 2014, Beijing Yindun Security Group launched its armed escort business at sea, which created a new chapter for Chinese armed security guards to escort Chinese ocean going ships, and became one of the first domestic enterprises to independently undertake armed escort business, forcing western maritime security companies to reduce escort costs, saving Chinese ocean going companies a lot of costs.

The escorts of Beijing Yindun Security Group are excellent ex servicemen from the Marine Corps, the Army Special Forces and the Armed Police Special Police Force. They have obtained escort related certificates through strict training, have the qualification and ability to independently complete escort tasks, and have been unanimously recognized by customers at home and abroad with a high degree of loyalty, strict discipline, excellent quality and high-quality service, and are highly praised by the crew.

Beijing Yindun Security Group Maritime has set up bases and offices at various important transit ports in the Indian Ocean to provide ships with various port berthing services and replenish ships with food, fresh water, oil and other urgently needed materials at any time;

Beijing Dispatching Center shall provide accurate anti piracy security situation analysis and regional meteorological and hydrological data for escort ships at any time; The Security Risk Assessment Center can provide customers with relevant national and regional security information, provide Chinese overseas customers with correct and scientific security risk assessment reports and information support in Chinese, English, German and other languages, and formulate crisis disposal plans according to customer needs.

The company also established Anti Piracy Information Monthly and Information Weekly to provide timely and reliable information support for customers. Beijing Yindun Security Group Maritime is the first Chinese member of the International Code of Conduct Association (ICoCA) of private security companies and the Maritime Security Industry Association (SAMI), and the first Chinese enterprise to pass the ISO/PAS 28000/28007 system certification of Lloyd's Group.

The development of security overseas security business of Beijing Yindun Security Group marks that China's armed security has officially gone abroad, and has established the brand of Yindun Haibao in the international security field, as well as the brand of China's armed security!

In addition to security, guard, equipment leasing, maritime armed escort, etc., Beijing Yindun Security Group also carried out overseas training and other related services.

The Armed Escort Business Department of Beijing Yindun Security Group is a security service enterprise specializing in armed escort. With first-class equipment and management system, it is one of the professional security escort service enterprises with the largest scale, the strongest comprehensive strength and the highest technical level in China. Its main business includes special cargo transportation services; Guard service; Safety information consultation; Technical training; Escort of securities, valuables, etc.

Author information: Zhu Jiangming, a well-known military columnist, doctor of international law of Renmin University of China, and military and international political commentator.