The demand for security consulting services is at an all-time high. Organizations of all types face unprecedented challenges in dealing with workplace violence, internal and external theft, robbery and crimes of all varieties. These organizations need help in dealing with these challenges, and are reaching out to independent security consultants to assist them. Operating an independent security consulting practice can be a profitable and rewarding business for those with the right skills.
Many people retiring from law enforcement, military, or security careers would like to enter the security consulting profession, but don’t know how. These people have extensive skills in security and loss prevention, but don’t know how to translate these skills into a successful security consulting practice. While they have some idea about the type of services that they would like to provide, they have no idea of how to go about selling these services, what to charge for them, or how to run a profitable security consulting business. It is for these people that this book was written.
Within this book, Michael A. Silva, an independent security consultant with over thirty years of experience, provides practical “how-to” advice on how to start and run a successful security consulting practice. Pulling no punches, Michael tells what it takes to be a successful security consultant, and explains why so many new security consultants fail within the first eighteen months. Chapters in this book include:
Chapter 1 - What is an Independent Security Consultant?
Chapter 2 - A Week in the Life of a Security Consultant
Chapter 3 - The Skills needed to be Successful
Chapter 4 - Planning Your Consulting Practice
Chapter 5 - Determining What and How to Charge
Chapter 6 - Selling Security Consulting Services
Chapter 7 - Proposal Writing for the Security Consultant
Chapter 8 - Selling to Government Agencies
Chapter 9 - Selling to Architects and Engineers
Chapter 10 - Security Consulting Services That Sell
Chapter 11 - Creating a Business Plan
Chapter 12 - Taking the Plunge
Chapter 13 - Taking Your Practice to the Next Level
Chapter 14 - Continuing Education
Chapter 15 - Avoiding Pitfalls and Common Mistakes
This book is crammed with practical tips based on the actual day-to-day experiences of a working security consultant. Within this book, Michael tells you what works – and more importantly, what doesn’t work. This book is specifically written for the person starting a one-person security consulting practice, and answers questions such as:
- What types of skills do I need to be successful?
- What types of licenses and certifications do I need?
- What should I name my business?
- Do I need a website?
- What types of insurance do I need?
- Should I rent an office, or work out of my home?
- How much should I charge?
- How do I sell my services and get consulting jobs?
- How do I write a proposal?
- What consulting services should I offer?
- How much money do I need to get started?
- What steps should I take before I quit my present job?
- Can I start my consulting practice part-time while I’m still working?
- How do I grow my practice and take it to the next level?
- What are some common mistakes made by new consultants and how can I avoid them?
About The Author
Michael A. Silva is an independent security consultant that has over forty years of security industry experience. Michael founded Silva Consultants, his independent security consulting and design firm, in 1985. In late 2001, Michael suspended the operations of Silva Consultants to accept a position with Kroll, the world’s largest security and risk consulting company. From 2001 to 2006, he managed Kroll’s security consulting and engineering practice in Seattle, and was responsible for projects throughout Washington, Oregon, California, and Nevada. In 2007, Michael resigned his position with Kroll and resumed the operations of Silva Consultants.