Successful Infosec Consulting (Video 1)

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49 responses to “Successful Infosec Consulting”

  1. Ken Pryor says:

    Really interesting stuff, Ted. I’m looking forward to the next video.

    • Ted Demopoulos says:

      Thanks Ken – I am working on it now! It’ll take a few days but I’ll also looking forward to it!

  2. Mike Dorn says:

    Thanks for the video! Looking for to seeing more from you on this topic.

  3. Mathew says:

    Thank you for the excellent video! This is great info. The marketing aspect would be a very interesting topic. Knowing which methods do not work and which types of marketing are most worthwhile.

    • Ted Demopoulos says:

      Thanks Mathew – it’s interesting that different techniques work for different people and at different times. I get a lot of clients from speaking. Some do from writing. The easiest clients to get are certainly people you’ve worked with before. Video 2 will be covering this a lot!

  4. Thomas F. Hart says:

    Hi Ted, In the video you look a little washed out. Also maybe something more than just a blank off-white background.

    I do like the popup displayed highlight tabs.

    Review LLC information.

    Your discussion on pricing seemed to jump around a little.

    • Ted Demopoulos says:

      Hi Tom,
      My lighting could be better! It has improved, but my video production skills have a long way to go πŸ™‚
      LLCs are great in the US. Just a question of trying to keep the video to a reasonable length, instead of making hours long which is of course possible! Maybe I’ll address LLCs at the beginning of the next video. Thanks and hope to see you in Boston soon!

      • Derek Armstrong says:

        One suggestion might be to have a bit darker background. This would focus more on you. Topic is great though!


    Awesome! information. Thank you!

  6. Finally!! Thanks for putting this out. I really want to build my own biz, and there’s work out there but I look forward to really learning how to get the customers.

    • Ted Demopoulos says:

      Thanks Perry! I was where you are once – and I wish I knew 10% of what I know now, but I took the plunge and it worked. Next video will have a lot of how to get clients

  7. Randy says:

    Well done Ted, may I share with others?

  8. Gerald G Zamor says:

    Thank you!! Very good job! Exactly what I needed…waiting for the next video!

    Btw great job for your last Sans webinar!!!

    • Ted Demopoulos says:

      Thanks Gerald! Working on the next video very soon, and hope to have more SANS webinars in the fall

  9. Mark Majewski says:

    Good stuff Ted. Looking forward to the next video.

  10. Padraig says:

    The “You don’t need a lot of clients” and “most clients will stay clients a long time” is golden. Looking forward to the next video!
    I’m thinking of making the jump to fulltime consulting, having consulted just a little bit on the side

  11. Kirby H says:

    Thanks Ted. Enjoyed the video and interested to hear more about how to get clients!

  12. Kevin F. says:

    Always good information. I recently left my full time job of 12 years to start consulting/contracting. I do like the freedom of doing different types of work which builds my resume and the freedom to work when or where I choose. Ted’s videos have been instrumental in helping me make decisions in my career that have changed my life.

    • Ted Demopoulos says:

      Thanks Kevin!
      Glad to be of help.
      For me, it’s the freedom of consulting that matters the most. The freedom to choose my work (at least when times are good!), whether I travel, work at home, or visit client sites (I like all three).

  13. Jonathan K. says:

    Great video’s and great information.

    Thank you taking the time to help us expand our careers and opportunities!

  14. Hal Paretchan says:

    Ted, thanks for the information. It is helpful getting your input.

  15. Luis says:

    Ted, your comments on “asking for referrals is GOLD.” I used the exact words you mention at an existing client, AND IT WORKS!

    I’m not asking for work, I’m asking where else I can “help” and “provide value” and I have more work!

  16. RobbieR says:

    Hi Ted,
    I only consult a little on the side right now, but I increased my rates 20%, going from $80 to $100 an hour, and instead of quoting $80/hour now I’m saying $800/day. One of three clients pushed back a little and asked if I could wait until after this project is done and I said OK, the other two didn’t mind at all, didn’t even mention it!

    • Ted Demopoulos says:

      Hi Robbie,
      As you found, some clients are not price sensitive at all (and some are!). Great progress!

  17. M&M says:

    Great stuff – I just created an LLC and am going to start actively looking for clients next week. I’ve made a list of people I’ve enjoyed working with in the past and will be contacting them to say “hi” and catch up and maybe just maybe have work offered or get referrals

  18. Mary says:

    Hi Ted,
    I’m way to busy to do everything you suggest BUT I did something simple – I made a list of the top three people I worked with in the past who I would love to work with again and figured out where they were now (it took 5 minutes). I then contacted them to catch up and mentioned I was considering consulting in the future. Two out of three brought up the possibility themselves of working together!

    No idea of what if anything I’ll do but your methods obviously work and things are promising!

  19. Derek Armstrong says:

    Awesome stuff Ted! I am eagerly awaiting the next ones. Has given me lots to think about.

  20. Sandra Smith says:

    Do you have any words of wisdom for someone who thinks they would like to consult but may not have the confidence that they are good enough to do it. If you’ve never consulted before how do you put your package together to define what you are selling (so you don’t get in over your head and fail)?

    • Ted Demopoulos says:

      Hi Sandra,
      I have found that almost everyone competent sometimes has imposter syndrome ( ). I certainly do and it’s normal. I suggest starting consulting in areas you are most comfortable if possible, then don’t be surprised if you get pulled into all kinds of interesting work slightly beyond (sometimes way beyond) your comfort zone. Of course if work is way out of your expertise you can turn it down and most clients will respect that! For example I certainly shouldn’t attempt to write a compiler or implement crypto algorithms, but I can certainly advise on crypto including auditing and more.

  21. Russell says:


    Thanks as always for sharing your experience with us – always filled with actionable steps.

  22. Hi Ted, love the video’s.

    I struggle with the idea of reaching out to my past contacts because cyber is a small community locally here. My thought is to add a cyber capability to an existing IT services outfit that either turn down that kind of work because they are not confident (or competent) in it, or they try to do the work but it’s a struggle to provide the value beyond the basics.

    Thanks again for the videos, they are worth watching more than once.

    • Ted Demopoulos says:

      Hi Perry and thanks!
      I try to regularly reach out to past contacts just to stay in touch. I am rarely asking for anything specific and don’t expect anything.

      I like your thoughts! I was talking to a consulting company that had minimal security expertise about partnering with them to provide additional services and value to their clients. We both got to busy (a good thing) and haven’t followed up but it’s a promising approach!

  23. Good Stuff! The project-based pricing advice is spot on. Good case study too πŸ˜‰

  24. Russell Eubanks says:

    Thanks again Ted for taking the mystery out of information security consulting.

  25. Gerald says:

    Thank you again Ted for those awesome videos…

    I am so exciting about that new journey!!!

    Thanks for sharing!

  26. Eric says:

    Thanks Ted for taking the time to put all this information together. I’ve been a lurker for a while after you were a guest on Paul’s Security Weekly and just wanted to take a minute to say I really appreciate your book and these videos.

    I’m putting a blog together to be seen as a subject matter expert and hope to start getting some clients in my local area thanks to your advice.

    Thanks again!

  27. Alan says:

    Mr. Demopoulos,
    I received a link to your videos from a SANS colleague and just finished watching all of them. Very informative and can be easily applied. Can I contact you offline to ask your thoughts/opinions on a situation I am trying to work thru?

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