BY TED BROWN BY TED BROWN PRESIDENT & CEOPRESIDENT & CEOKETCHCONSULTINGKETCHCONSULTING

MEMBER CPM HALL OF FAMEMEMBER CPM HALL OF FAME

SELLING CONTINGENCY PLANNING SELLING CONTINGENCY PLANNING TO TO

YOUR EXECUTIVESYOUR EXECUTIVES

WHAT DO WE DO?WHAT DO WE DO?

Executive Justification of Executive Justification of Business ContinuityBusiness Continuity- Analyze your ROI- Analyze your ROI- Create/give executive - Create/give executive presentations presentations

Hot Site Contract NegotiationsHot Site Contract Negotiations- Current/Future Pricing- Current/Future Pricing- Length of Contract- Length of Contract- Ts & Cs- Ts & Cs- Quantity/Quality/Scheduling - Quantity/Quality/Scheduling of test timeof test time- Termination clauses- Termination clauses- Guarantees- Guarantees

Business Continuity Business Continuity OutsourcingOutsourcing- Schedule/plan/expedite Hot - Schedule/plan/expedite Hot Site exerciseSite exercise- Audit exercise results- Audit exercise results- Evaluate your provider- Evaluate your provider

Business Continuity Program Business Continuity Program DevelopmentDevelopment- Develop/enhance/assess/update - Develop/enhance/assess/update your your Business Business Continuity PlanContinuity Plan

Gap AnalysisGap Analysis - -Analyze the difference between Analyze the difference between the plan and realitythe plan and reality -Develop a new plan -Develop a new plan

Business Impact AnalysisBusiness Impact Analysis- Identify and quantify direct and - Identify and quantify direct and indirect risks, and indirect risks, and resultant business impact of these resultant business impact of these risks, to your risks, to your core business core business processesprocesses

Business Continuity Business Continuity EducationEducation- BCP101 – “Intro to Business - BCP101 – “Intro to Business Continuity Planning”Continuity Planning”

Basic DR/BCP StructureBasic DR/BCP Structure BIABIA Plan Development BasicsPlan Development Basics

• Test MethodologiesTest Methodologies Recovery StrategiesRecovery Strategies• Selling BCP to Selling BCP to ExecutivesExecutives

WHAT MAKES US WHAT MAKES US DIFFERENT?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 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

SALES TECHNIQUESSALES TECHNIQUES• LISTEN

• SELL WHAT THEY WANT; NOT WHAT THEY NEED

• PLAN THE CALL

• ANTICIPATE/HANDLE OBJECTIONS

• REFERENCE SELL

• Foreign Corrupt Practices Act

• Regulations

• Front Page News

• 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.

DISASTER STRIKES

Cost of Prevention

Time

$

Cost with preparation

DEFINE THE DEFINE THE RISK/REWARDRISK/REWARDCos

t of O

utag

e w

/o P

repa

ratio

n

Cost of Preventionand Recovery

DEFINE THE DEFINE THE RISK/REWARDRISK/REWARDCost of Outage = $1/2 M/hr

Length of Outage w/o Preparation (4 days) = $48MLength of Outage w/Preparation (1 day) = $12M

Cost of Preparation = $1M/yearOdds of Outage 1 in 23 = 4.3% 4.3% x 36 = $1.56 M

Save Costs Save Image Save Jobs

SAVINGS = $36M

PACKAGEPACKAGE

• Hot Site• Hardware• Infrastructure Equipment• Consulting & Software

RECRUIT PARTNERSRECRUIT PARTNERS• Hardware Vendors

• Your Marketing Organization

• IT Security

• Physical Security

• Human Resources

• Facilities Planning

• Risk Management

USE THE VISIBILITY OF THE WEB

User Buy-In

Executive Buy-In

BCP BENEFITS

Strategic & Tactical

Coordination• Business AND IT• Technology• People• Data• Call Center• Work Group

Operational Benefits

• Production• Risk Mitigation• Managed Assets• Productivity

Ted Brown

President and CEO

1-888-538-2492

TedBrown@KETCHConsulting.comPO Box 641 Waverly, PA 18471

CALL TEDDY: