“If somebody shouldn’t be asking you proper now to seek the advice of for them, it could actually take 12-18 months earlier than you land your first consumer,” says Carlota Sage. She held a part-time CISO function at a nonprofit earlier than transitioning into vCISO work. Later, she went on to discovered Pocket CISO, which supplies cybersecurity companies to early-stage startups and small organizations.
Kokhreidze agrees along with her. For a smoother transition, he suggests CISOs line up their first shoppers whereas they’re nonetheless employed. In any other case, he says, it could actually take a very long time to construct momentum. And the strain to make it work can rapidly flip into panic. In that second, security professionals could begin “underpricing themselves as a result of they want cash instantly,” he says. As soon as charges are set out of desperation, they’re usually laborious to reset with out straining the connection.
Different CISOs-turned-consultants additionally emphasize preparation. Kedys, as an illustration, stresses the necessity for a go-to-market focus. “Determine who you need to advise (trade, firm dimension, maturity), what issues you’ll clear up, and why you’re credible for that,” he says. “The mix of sturdy tender abilities and a transparent focus — who, how, and why — is one of the best start line for a profitable transition.”
