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BY TED BROWN PRESIDENT & CEO KETCHCONSULTING MEMBER CPM HALL OF FAME SELLING CONTINGENCY PLANNING TO YOUR EXECUTIVES.

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Presentation on theme: "BY TED BROWN PRESIDENT & CEO KETCHCONSULTING MEMBER CPM HALL OF FAME SELLING CONTINGENCY PLANNING TO YOUR EXECUTIVES."— Presentation transcript:

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2 BY TED BROWN PRESIDENT & CEO KETCHCONSULTING MEMBER CPM HALL OF FAME SELLING CONTINGENCY PLANNING TO YOUR EXECUTIVES

3 WHAT DO WE DO? Executive Justification of Business Continuity - Analyze your ROI - Create/give executive presentations Executive Justification of Business Continuity - Analyze your ROI - Create/give executive presentations Hot Site Contract Negotiations - Current/Future Pricing - Length of Contract - Ts & Cs - Quantity/Quality/Scheduling of test time - Termination clauses - Guarantees Hot Site Contract Negotiations - Current/Future Pricing - Length of Contract - Ts & Cs - Quantity/Quality/Scheduling of test time - Termination clauses - Guarantees Business Continuity Outsourcing - Schedule/plan/expedite Hot Site exercise - Audit exercise results - Evaluate your provider Business Continuity Outsourcing - Schedule/plan/expedite Hot Site exercise - Audit exercise results - Evaluate your provider Business Continuity Program Development - Develop/enhance/assess/update your Business Continuity Plan Business Continuity Program Development - Develop/enhance/assess/update your Business Continuity Plan Gap Analysis - Analyze the difference between the plan and reality -Develop a new plan Gap Analysis - Analyze the difference between the plan and reality -Develop a new plan Business Impact Analysis - Identify and quantify direct and indirect risks, and resultant business impact of these risks, to your core business processes Business Impact Analysis - Identify and quantify direct and indirect risks, and resultant business impact of these risks, to your core business processes Business Continuity Education - BCP101 – Intro to Business Continuity Planning Business Continuity Education - BCP101 – Intro to Business Continuity Planning Basic DR/BCP Structure BIA Plan Development Basics Test Methodologies Test Methodologies Recovery Strategies Recovery Strategies Selling BCP to Executives Selling BCP to Executives

4 WHAT MAKES US DIFFERENT? Leadership Actual Recoveries Speakers at all major conferences Published-authors of hundreds of articles Quality of staff Experienced professionals that average 25 years in IT and 15 YEARS in BCP Trained in, and in some cases, innovators of, the top methodologies in the industry. All consultants are certified. Heavy experience in designing, developing, testing and executing successful recovery plans. We know what makes them work!! Hot Site Negotiations First hand knowledge of where cost savings can be realized What ts & cs really mean Guaranteed savings Call Center Recovery Planning Voice workshop approach to Call Center Recovery planning is a tried and proven methodology recognized by the industry as best of breed. Conducted by the original author and creator Packaging Consulting Solutions with: Full spectrum of offerings can be packaged to provide a single cost effective solution Hardware, software, data center equipment, hot site, financing Roll your own deal Price Competitive Low Overhead Leverage Packaging

5 SALES TECHNIQUES LISTEN SELL WHAT THEY WANT; NOT WHAT THEY NEED PLAN THE CALL ANTICIPATE/HANDLE OBJECTIONS REFERENCE SELL

6 Foreign Corrupt Practices Act Regulations Front Page News

7 Sarbanes-Oxley Act of 2002 Section 3: Commission Rules and Enforcement. A violation of Rules of the Public Company Accounting Oversight Board ("Board") is treated as a violation of the '34 Act, giving rise to the same penalties that may be imposed for violations of that Act.

8 Aggrieved investors are filing lawsuits…against audit committees… Audit committee members who once operated with a sense of community could soon find themselves liable. New rules have brought more scrutiny to audit committee members. A case…in Delaware, shareholders charged Reliances audit committee with complicity on the grounds that the audit committee was alerted to risk… but signed anyway. Judge ruled that audit committee members would be held liable Now, more than ever, audit committees need to be vigilant. USA Today July 25, 2001 AUDIT COMMITTEES START FEELING THE HEAT…Focus on earnings report but….

9 DISASTER STRIKES Cost of Prevention Time $ Cost with preparation DEFINE THE RISK/REWARD Cost of Outage w/o Preparation

10 Cost of Prevention and Recovery DEFINE THE RISK/REWARD Cost of Outage = $1/2 M/hr Length of Outage w/o Preparation (4 days)= $48M Length of Outage w/Preparation (1 day) = $12M Cost of Preparation = $1M/year Odds of Outage 1 in 23 = 4.3% 4.3% x 36 = $1.56 M Save Costs Save Image Save Jobs SAVINGS = $36M

11 PACKAGE Hot Site Hardware Infrastructure Equipment Consulting & Software

12 RECRUIT PARTNERS Hardware Vendors Your Marketing Organization IT Security Physical Security Human Resources Facilities Planning Risk Management

13 USE THE VISIBILITY OF THE WEB User Buy-In Executive Buy-In

14 BCP BENEFITS Strategic & Tactical Coordination Business AND IT Technology People Data Call Center Work Group Operational Benefits Production Risk Mitigation Managed Assets Productivity

15 Ted Brown President and CEO PO Box 641 Waverly, PA CALL TEDDY:


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