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SELLING CONTINGENCY PLANNING TO YOUR EXECUTIVES

SELLING CONTINGENCY PLANNING TO YOUR EXECUTIVES. BY TED BROWN PRESIDENT & CEO KETCHCONSULTING MEMBER CPM HALL OF FAME. Executive Justification of Business Continuity - Analyze your ROI - Create/give executive presentations

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SELLING CONTINGENCY PLANNING TO YOUR EXECUTIVES

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

  2. 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 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 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 Continuity Education- BCP101 – “Intro to Business Continuity Planning” Basic DR/BCP Structure BIA Plan Development Basics WHAT DO WE DO? • Test Methodologies • Recovery Strategies • Selling BCP to Executives

  3. 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 t’s & c’s 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 WHAT MAKES US DIFFERENT?

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

  5. SCARE THE EXECUTIVES • Foreign Corrupt Practices Act • Regulations • Front Page News

  6. SCARE THE EXECUTIVES • 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.

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

  8. 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 SAVINGS = $36M Cost of Preparation = $1M/year Odds of Outage 1 in 23 = 4.3% 4.3% x 36 = $1.56 M Cost of Prevention and Recovery •  Save Costs •  Save Image • Save Jobs

  9. PACKAGE • Hot Site • Hardware • Infrastructure Equipment • Consulting & Software

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

  11. USE THE VISIBILITY OF THE WEB User Buy-In Executive Buy-In

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

  13. CALL TEDDY: Ted Brown President and CEO 1-888-538-2492 TedBrown@KETCHConsulting.com PO Box 641 Waverly, PA 18471

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