| This Is A Comprehensive "how-to" Guide For Establishing A Successful Security Consulting Business From The Ground Up - Everything From Procuring Business Cards And Office Supplies To Landing Clients And Even Conducting Sensitive Business Dealings Overseas. As Described By Michael J. Sulick In His Foreword, "The Topics Represent Not A Mere Checklist Of Requirements For The Fledgling Global Security Consultant. They Include Practical Do's And Don'ts Often Drawn From Luke's Own Business Encounters, Both Good And Bad, And They Provide Insights Into All Of The Areas A Budding Security Consultant Will Encounter." |
To Accomplish These Objectives, The Book Is Divided Into Two Parts. In Part I, The Chapters Explain What Is A Security Consultant (which Webster's Dictionary Defines As "one Who Gives Professional Advice Or Service," With Security Defined As "measures Taken To Guard Against Espionage Or Sabotage, Crime, Attack Or Escape").
Mr. Bencie Then Discusses The Types Of Global Security Consulting One Needs To Consider, Beginning With Niches In Security Consultancy (e.g., Physical Security, Information Technology Security, Investigations, Risk Management And Due Diligence, Training, Emergency Preparedness And Crisis-response Training, Executive Protection, Security Products, And General Security Consulting). The Author Then Considers How To Go About Establishing The Consultancy, For Instance, By Getting Started By Incorporating The Business, Maintaining Financial Control, The Characteristics Of Effective Company Leadership (including Formulating Benchmarks For Business Success), Management And Processes (including Knowing How To Hire The Right Kind Of Employees And Entering Into Profitable Partnerships With Others), Marketing And Advertising (including Acquiring For One's Proprietary Methodologies Trademarks, Copyrights, And Licensing), Building A Website That Will Have Wide Appeal, And The Ten Commandments For Success (e.g., Knowing Ones Strengths And Weaknesses, Charging What "one Is Worth," Getting Payment For Services "up Front," Understanding That "cash Flow Is King," Understanding One's Business "territory," Asking Potential Clients The "right Questions" Before Beginning A Project, Working With Subcontractors One Trusts, Asking For Referrals For Additional Work, Documenting And Measuring Everything In Case Of Audits, And, Above All, "never Stop Improving"). Several Other "commandments" Are Proposed, As Well, Including The Important One Of Finding A Mentor, Who Is "someone Who's Been There" And Is In A Position To Offer Professional Guidance To Help Grow The Business.
Prospective Security Consultants Will Benefit From The Author's Numerous Professional Insights, Which Are Based On His Extensive Experience As Founder And Managing Director Of Security Management International (SMI), A Global Security Consulting And Intelligence Advisory Service Provider [and, To His Credit, Per His Advice For Prospective Security Consultants To Be Active In Their Professional Communities, Also A Long-standing Contributor And Advertiser In This Magazine].
These Include Advice Such As "You Obtain Financial Results By Exploiting The Problems Your Clients Bring To You, Not By Solving Their Problems." While Such A Statement Might Be Criticized As Overly Opportunities, Mr. Bencie Explains That "real Value Means Asking The Question: What Is It Worth To My Clients To Make Their Headaches Go Away Quickly? That Should Be Your Key Methodology As A Global Consultant, Not Your Trademarked Theory On 'assessing Political Risk In African During Unfair Elections,' Or Your '10-Step Process To Ensure Perimeter Security'", - Because, As Mr. Bencie Points Out, "let's Face It, Nobody Will Be Saying, 'Get Me A Consultant Who Specializes In The Geopolitical Security Theory Of Africa!' Or 'Quick, I Need A Process To Ensure That The Perimeter Around My House Is Safe!'" Thus, The Objective Of A Successful Security Consultant Should Be To Become "the Subject-matter Expert, To Help Them Determine What They Really Need," So That You, In Effect, "become The Top-of-mind Consultant, The One Who Will Bring Fast-acting Relief."
In Part II, "Growing Your Business," The Chapters Cover Topics Such As Marketing (including In The Ever Expanding Internet's Social Media), Responding To Requests For Proposals (RfPs) (especially In Understanding The Extent Of One's Proprietary Approach To Reveal In Such Proposals), Doing Business With Foreigners Who Might Engage In Different "business Mindsets," The "do's And Don'ts" Of Global Travel (such As Knowing As What To Pack For A Trip, And, Especially In This Age Of Corporate Espionage, Knowing How To Maintain Personal Security), And Best Practices In Delivering Products To Clients, Including Knowing How To Deal With "difficult Clients."
This Fascinating And Well-written Guide Is Highly Recommended Not Only For Those Considering Establishing A New Security Consulting Business, But Also For Those Already In The Business Who Will Benefit From Its Numerous Insights On Best Practices For Growing Enterprises In The Security Consulting Marketplace.
Reviewed By, Dr. Joshua Sinai