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Successful Infosec Consulting New

  ·  12 CPEs  ·  Laptop Not Needed

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.

What you need to know to get started

  • What is a consultant?
  • Consulting versus contracting, they are NOT the same
  • Advantages and disadvantages to consulting
  • The bare essentials to start
  • Business structures for consulting: Sole Proprietorships, Corporations, Partnerships and more
  • Consulting models: full time, consulting on the side, and more
  • Intro to acquiring clients

Getting Clients Deep Dive

  • Why you do NOT need a lot of clients to be successful
  • Currently hot areas in infosec consulting
  • 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

All About Money, including: Pricing, Getting Paid, and Negotiations

  • Billing basics
  • Pricing and pricing strategies
  • A simple pricing formula
  • Market based pricing
  • Implications of low prices versus high prices
  • Can you discount prices?
  • Beyond market based pricing
  • Time based versus project based pricing: a simple guideline
  • Retainers
  • Proposals, and how to avoid wasting time on them
  • Negotiations for consultants with real world examples

Getting and Maintaining Expert Status

  • The 20% Rule
  • Consultants are experts
  • The "Marketing Gravity" concept
  • The "Home Online" concept
  • LinkedIn
  • Websites
  • Speaking for expert status
  • Writing for expert status
  • Other techniques

Making it Work Long Term: Living The Dream for Decades

  • Certifications and more
  • Getting better at writing
  • Writing a book
  • Staying current
  • Evolving & growing your business if desired
  • Types of consulting services you may not have considered
  • Hiring employees
  • The startup thing
  • Exit strategies for consultants


Topics include:

The myth versus the reality of consulting. Consulting is a great choice for many people, but not for everyone. Is it for you?

The three different consulting models. Full time independent consulting is but one successful model.

The basics: setting up the business. As a consultant you are running a business. Although different legal jurisdictions have different requirements, there are many commonalities. Beyond legal requirements, there is also business know-how required.

A consultant needs clients. We go over the easiest way to get clients, with plenty of real life examples, and numerous other ways of acquiring clients.

Setting yourself up for long term success. It is common for a consultant to be successful for 3-5 years and then for their connections to dry up. Here we examine how consultants can achieve long term success.

How to grow beyond 6 figures. The conventional wisdom is that consultants can only make so much money as they are selling their time. Yet there are consultants who make 7 figures and beyond. How do they do it?


Course Syllabus

This course is designed for infosec professionals with 5 or more years of experience who are interesting in consulting, whether to launch a career as a full time independent consultant, start consulting on the side, or simply to open new possibilities as their career progresses.

A secondary yet significant audience is those who have already started consulting and want to improve their consulting business.

Ted Demopoulos' professional background includes over 30 years of experience in Information Security and Business, including 29 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 startups. He is a frequent speaker at conferences, conventions, and other events, and author of three books including the recent Infosec Rock Star: How to Accelerate Your Career Because Geek Will Only Get You So Far. Ted conducts Leadership and Information Security Bootcamps for The SANS Institute and others, is the founder of the Infosec Rock Star Project and consults to both government and industry.