Successful Infosec Consulting, Getting Clients Deep Dive | SANS@MIC Talk
16This is an excerpt of the SANS Hosted Class, Successful Infosec Consulting:
Becoming a consultant seems like a dream: high pay, freedom, fascinating work, and more. These can all be true yet there is more to the reality: As a consultant you are running a business and you need clients!
What does a successful consultant need to know? How do you find clients? How do you get started? This course answers these questions and more.
It is based on Ted Demopoulos' nearly three decades of experience as an independent infosec consultant, extensive interviews with dozens of other successful consultants, and surveys of those interested in infosec consulting.
This is from the most popular section of the course by far!
Getting Clients Deep Dive
-Why you do NOT need a lot of clients to be successful
-Background: marketing, market research, advertising, and sales
-Upsells in consulting
-The easiest and most common way to get clients
-11 ways to get clients with extensive real life examples
-3 tempting possibilities yet usually non-sources of clients
Speaker Bio
Ted Demopoulos' first significant exposure to computers was in 1977 when he had unlimited access to his high school's PDP-11 and hacked at it incessantly. He consequently almost flunked out but learned he liked playing with computers a lot. His business pursuits began in college and have been continuous ever since. His background includes over 25 years of experience in information security and business, including 20+ years as an independent consultant. Ted helped start a successful information security company, was the CTO at a "textbook failure" of a software startup, and has advised several other businesses. Ted is a frequent speaker at conferences and other events, quoted often by the press. He also has written two books on Social Media, has an ongoing software concern in Austin, Texas in the virtualization space, and is the recipient of a Department of Defense Award of Excellence. In his spare time, he is also a food and wine geek, enjoys flyfishing, and playing with his children.