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The Consultant Registry

Atlanta consulting firm acts as a translator.

For Atlanta-based telecommunications consulting and training firm The Consultant Registry, providing telecom consulting doesn’t mean choosing sides–it’s about bridging the gap between business and technology and acting as translator, whether it be for the CTO or the CEO. We recently spoke with founder James Cavanaugh about his company and how it’s handling the challenges of the telecom industry.

Telecom providers have had a tough time of late. What are your thoughts on this and what do you predict for the coming months?

We have been predicting big trouble for several years because the number of companies vying for the consumer and business telecom dollar have been multiplying faster than the dollars. The expectation on the part of buying organizations has been to get “more for less,” and in keeping with the Internet hype, even expecting some services for free. My prediction for the coming months is a further consolidation of companies providing telecom products and services as well as some loosening of the purse strings as buyers develop a better idea of the value of certain services and the importance of those services to them specifically.

What kinds of things are you keeping in mind as you provide telecom consulting to your clients?

Value. Value in what we are providing to our clients and in what we are advising our clients to provide to their internal and external clients. Never has clear value been more important than now. In fact, in one case we have helped one of our biggest clients redefine the value of their product to the enterprise marketplace. We did this by revisiting what adds value from an enterprise network managers’ perspective and then translating that understanding into a new view of value. This program has been very successful.

What kinds of things is the company doing to adapt to the market and yet remain successful?

In general we are remaining flexible. During the “boom times” we thought we were flexible, but we have been flexible beyond any prior limits in the last six months. One area where we have been flexible, but remain successful, is in the area of training. The price of a two-day training class has been greatly reduced. This action was in direct response to diminished funding to corporate budgets. While we kept the same training quality, we cut most of the frills to work within those budget guidelines.

Have you seen an increase in recent months in the number of companies coming to you for network security consulting?

We have seen an increase in security awareness since 9/11, but not an attendant increase in security spending. It has been our observation that the events of Sept. 11th have not had a substantial impact on spending on security consulting or services, nor will they at least until the next budget year.

Can you tell me a bit about the telecom and security training you provide?

We offer a complete range of technical and management training from our technical security classes to our C-Level Management Security Workshops.

Our entry-level Network and Infrastructure Security Theory and Practice class covers everything from fingerprints and hackers to malicious worm and virus software. The highly technical Network Services Security course is designed for Internet service providers and companies doing virtual private networks (VPNs) as well as their own IP networks. We also have a Leading Edge Security Technologies class.

Our management seminars and workshops provide a firm understanding of security technologies, policies and fundamentals. These programs are designed to result in a usable product, such as a customized security policy document. If we are engaged directly by a company to develop this type of document, the cost would be significantly higher.

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