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Abstract

ete the work, which I multiply by an hourly rate to come up with a price for the project.</p><p id="f43f"><b>Deliverables</b></p><ul><li>The deliverable for training is a class.</li><li>The deliverable for any other project is a report.</li></ul><p id="799b"><b>Project Billing</b></p><p id="eba1">2nd Sight Lab always bills for a project the same way to keep it simple. We require 50% upfront and 50% on the delivery of a report or class. With training, we need to request the upfront payment at least 2–4 weeks prior to the class to cover the cost of work performed before scheduled class dates. The minimum project fee is 8,000 at this time but is often 15,000 and up. Private 40-hour classes with labs start at 25,000 for 10 students.</p><p id="0f1c"><b>Why No Hourly Rates</b></p><p id="cae8">We do not use an hourly-rate billing model and here’s why. First of all, if you don’t know how many hours you’re going to spend you could end up paying a lawyer 1000 to negotiate a contract and the project lasts two hours. You lost money. Secondly, I used to bill hourly through my software company. Tracking and billing time on invoices created a lot of overhead. I’d rather spend that time helping clients. Finally, it takes time to chase down payments. I had a client who consistently argued with me about every. single. bill. I finally just told her to scratch off what she had a problem with on each bill and just pay the rest. She would mark off something like 300 on a 15,000 invoice. It was very stressful and time-consuming. It’s not worth the hassle.</p><p id="369e"><b>About Cash Flow</b></p><p id="51bb">In addition to the problems I already mentioned with hourly rates, there is too much lag when trying to maintain consistent cash flow. One customer pays in advance. Another pays with a term of 60 days. Now you have a window with no cash flow. Gaps in cash flow impact small business owners more than large companies. Last year I took time off to get my house in Seattle ready to sell. The drop in income over that time period caused by my time off and the contractor’s failure to complete work on time affected my ability to get a loan for my new home. I ended up finding a way to pay cash, but it was not ideal. Even though with the sale of my home in Seattle, I had a higher income than ever in my life, banks will only look at business cash flow with their rigid underwriting formulas. All they see is a gap with no income. There’s your mini business lesson on cash flow for the day. It’s one of the number one reasons startups go out of business.</p><p id="7a86"><b>Focused Deliverables</b></p><p id="6d19">Another reason I focus on fixed-rate projects is that I don’t want to waste customers’ time. I did one hourly rate project, and I would spend hours on-site working for someone revising spreadsheets. I don’t think that was a good use of my time. It also tied me up for a long time doing busy work instead of actively solving security problems. That was an interesting project, and I was grateful to participate, but in the end, I felt like I could deliver what I gave to that client in six weeks instead of three months. I like to work on focused deliverables and get them done as quickly as possible. I’m not one for milking clocks.</p><p id="0d8b"><b>A company, not an employee</b></p><p id="6be1">When you hire me, you <b><i>hire my company,</i></b> not me personally. If you’re working on an hourly rate, you’re basically a short-term employee paid an hourly rate. 2nd Sight Lab offers a product — our classes. We also offer analysis services that include a deliverable — a report. Those products are delivered using the processes, tools, and documentation we have developed.</p><p id="762c"><b>Why I don’t want to be an employee</b></p><p id="b861">One of the reasons I choose not to be an employee of a large company is that it comes with too many restrictions and roadblocks to delivering effective security assistance. I was not allowed to say certain things for political reasons or simply ignored. I couldn’t fix things I wanted to fix. When 2nd Sight Lab assists a company, we provide the analysis and deliver a report or training. When the company receives the deliverable, it is up to them to fix the issues. If they don’t, I won’t be caught up as an employee of the company involved in the next big breach over something out of my control to fix. By coming in as an external advisor we can speak truth to power for employees who hire us to improve security. I often work with CISOs prior to pentests and security assessments to deliver the desired message in our report and provide the data to back it up.</p><p id="b969"><b>Who does the work?</b></p><p id="c41a">I’ve never wanted a large company. I had five employees in my previous company, Radical Software, and that was OK. I managed a team of 30 as director of SAAS engineering for a company. I don’t want to do that again. I spent a lot of time dealing with “people issues” (not to mention politics) instead of getting a project delivered. At this moment, I’m doing the majority of the work. Someone I used to work with helped me create some class labs for the first class I delivered when I was in a time crunch. In the past, I hired interns to help with basic penetration testing, class material review, editing, and accounting.</p><p id="50af"><b>Who are the interns and assistants?</b></p><p id="b7bc">In the past, the people helping me most of the time were my nieces and nephews, but they went off to college to be teachers and doctors and got too busy for me. Cybersecurity was not their passion. Now I’m looking into working with local colleges. I reached out to <a href="https://www.savannahstate.edu/">Savannah State University</a> last year to hire an intern. I never heard back from the department where I sent the job description. I may pursue that again later through some different schools. Other than that, I’ve only received help from people I know personally. If a client doesn’t want anyone else to do the work or see their report, we can work that out.</p><p id="fc88"><b>Security for Interns and Employees</b></p><p id="545e">I am working with a human resources company that performs background and reference checks. When I have someone work on a penetration test for 2nd Sight Lab, they get a separate cloud account and must follow our security sta

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ndards and instructions. After they finish, we terminate their access to any customer information on that project. Currently, I’m only using interns who are friends or friends’ kids. They are helping me test new cybersecurity training, proofreading documents, and will review books. Employees receive access through our cloud accounts, and that is one of the reasons we can only do projects from the cloud. It limits the exposure of customer data to other systems and networks.</p><p id="28e6"><b>Ownership</b></p><p id="d3be">2nd Sight Lab owns all training materials we produce or use for client training. We often will revise or rearrange our training material for a client to focus on their specific needs. That material contractually remains the property of 2nd Sight Lab and according to our agreement should remain confidential. In addition, any tools, processes, or materials we use on penetration tests or assessments remain the property of 2nd Sight Lab. However, our clients own the report we deliver. We are obligated to keep reports and any client information confidential unless explicitly allowed in our contract. For example, a customer requesting a product assessment of the efficacy of their product may want 2nd Sight Lab to publish our findings, if we find that it solves a particular problem very well.</p><p id="0ccd"><b>How to contact me about a cybersecurity project — LinkedIn</b></p><p id="c4c5">At this time, the best way to reach me for a project is through LinkedIn. I’ve explained this before but using <a href="https://linkedin.com/in/teriradichel">LinkedIn</a> I can see some information about the person with whom I am doing business. I had some very sketchy people contact me while running my past company, <a href="http://radicalsoftware.com/">Radical Software, Inc.</a> I always wondered if they were legitimate or they were having me perform work for a nefarious organization. That is one of the ways I attempt to verify clients, other than those I meet in person or who are referred by someone else. Unfortunately, I cannot provide training to organizations in certain countries at this time.</p><p id="a890"><b>Starting a cybersecurity project</b></p><p id="2089">Once you contact me on LinkedIn, I’ll send you information to set up a call to discuss your project. I only do phone calls, not Zoom or video calls, until after I have a signed contract. Even then, I require a week’s advance notice for video calls as my network is not set up to handled those at this time. After I understand a bit about the scope, you’ll receive a proposal and a contract for review. We may work to revise it to meet your specific needs. We’ll define a schedule and deliverables and payment terms in the contract. If I need to explain how to get set up for a penetration test or class those instructions come after receipt of the upfront payment.</p><p id="a1d9"><b>Completing a cybersecurity project</b></p><p id="2f1a">Prior to signing a contract we’ll discuss arrangements for communication over the course of the project. Often that will be via email for an on-going penetration test. For a security assessment, I will typically include phone interviews to ask questions up front and further discuss findings after reviewing the assessed environment, but this can vary as needed based on customer needs. Once we’ve completed our work, you’ll receive a report. I try to wait a few days before sending the final invoice to make sure the customer received and could open the report.</p><p id="f3be"><b>Additional support after report delivery</b></p><p id="dd74">Once a class is complete 2nd Sight Lab doesn’t generally provide any additional assistance, though in some cases we had a lab fail and provided a working version after class to the client. I have taken many cybersecurity classes in my time and never had another company do that for me. I usually don’t charge extra for a few questions after the report gets delivered. However, extensive questions or support would require an additional fee. Often, customers will ask us to verify their fixes for findings after completion of a penetration test report. We include that on our penetration report contracts at an hourly rate and can cap the time we spend reviewing the findings as needed.</p><p id="8b7a">If you are thinking of hiring a company to perform a cybersecurity assessment, penetration test, research project, or due diligence related to a cybersecurity investment hopefully this information helps you understand how <a href="https://2ndsightlab.com/">2nd Sight Lab</a> operates. You can reach out to me on <a href="https://www.linkedin.com/in/teriradichel">LinkedIn</a> if you have any additional questions about assessments, penetration test, or training.</p><p id="2373">Follow for updates.</p><p id="4a3a">Teri Radichel | <i>© <a href="https://2ndsightlab.com/?source=post_page---------------------------">2nd Sight Lab</a> 2022</i></p><div id="8b5f"><pre><span class="hljs-section">About Teri Radichel:

⭐️ Author: Cybersecurity Books
⭐️ Presentations: Presentations by Teri Radichel
⭐️ Recognition: SANS Award, AWS Security Hero, IANS Faculty
⭐️ Certifications: SANS ~ GSE 240
⭐️ Education: BA Business, Master of Software Engineering, Master of Infosec
⭐️ Company: Penetration Tests, Assessments, Phone Consulting ~ 2nd Sight Lab</pre></div><div id="caae"><pre><span class="hljs-section">Need Help With Cybersecurity, Cloud, or Application Security?
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~</span>
🔒 Request a penetration test or security assessment
🔒 Schedule a consulting call
🔒 Cybersecurity Speaker for Presentation</pre></div><div id="5a42"><pre>Follow <span class="hljs-keyword">for</span> more stories like <span class="hljs-keyword">this</span>:

❤️ Sign Up my Medium Email List ❤️ Twitter: <span class="hljs-meta">@teriradichel</span> ❤️ LinkedIn: https:<span class="hljs-comment">//www.linkedin.com/in/teriradichel</span> ❤️ Mastodon: <span class="hljs-meta">@teriradichel</span><span class="hljs-meta">@infosec</span>.exchange ❤️ Facebook: 2nd Sight Lab ❤️ YouTube: @2ndsightlab</pre></div><figure id="faf5"><img src="https://cdn-images-1.readmedium.com/v2/resize:fit:800/0*H9Ew1KCl-29nZiPR.jpeg"><figcaption></figcaption></figure></article></body>

Why We Ignore Climate Change

And how to change the way we think

Photo by Joshua Earle on Unsplash

We’re constantly being told that we’re living in the end of days, that we have until 2030 to reverse our emissions trajectory before shit really hits the fan. But, we still react with the relaxed ‘we’ll worry about that later’ attitude.

Why do we choose to ignore it?

It’s Too Heavy

We have a problem with talking about negative things. We hate it. It’s why we avoid confrontations in relationships, ignore depressing news headlines and try to remove ourselves from mood-killing conversations, even when they’re important. Instead, we withdraw to thinking about topics that make us feel happier — our comfort zone.

We’re afflicted with probability biases. Our inability to think rationally about the likelihood of negative events happening — such as the consequences of extreme weather — leads us to be grossly underprepared when they do.

We see it all too often. People on the news that lose their homes in flooding or wildfires and can’t rebuild because they don’t have insurance.

“We never thought it would happen to us.” And then it does.

These people aren’t alone in their thinking. A UCLA psychologist — Per Espen Stoknes — found that as the depth and accuracy of climate science increased, the level of concern in rich Western democracies fell.

He identified five common barriers that hinder climate action: distance, doom, dissonance, denial and identity. I’ll focus on two — distance and dissonance.

Distance — in both proximity and time — is vital to how we view climate change. Most of us live a long way away from the melting glaciers we hear about. Sure, we all want to save the penguins but they don’t impact our everyday life. Climate models also predict a long way into the future, often with estimates for 2050 or 2100. In 2100, I’ll be 106 years old — or, in other words, dead. It’s difficult to feel connected to something so far away.

We must change this narrative. Climate change isn’t a thing of the future, it’s happening now.

Dissonance is the disparity between doing what we know we should do and the reality of our every day actions. It’s the feeling of hypocrisy we get when we’re discussing the sea level rising over some burgers. This can feed into despair, doom or denial.

Nonetheless, these five barriers are avoidable.

Changing How We Think

To successfully influence our behavioral approach to climate change we need to alter how it is communicated. Science is boring to most people. It’s vital in understanding the threats but unless you’re an expert or researcher, it’s unengaging.

Psychologist George Marshall — author of Why Our Brains Are Wired to Ignore Climate Changesays that humans are more inclined to believe information presented in a narratively satisfying way. It appeals to our ‘emotional brain’ and engages us to think about climate change in a more personal and relatable way.

We need to cultivate positive emotions associated with climate actions rather than negative emotions coming from climate impacts.

Feelings of fear intertwined with guilt are not conducive to active engagement. That’s the reason aggressive veganism has hindered progress to influence environmental impact.

I’m not sure if you’ve noticed, but people don’t like to have their lifestyle criticised by strangers on the internet.

Instead, explaining the environmental benefits of eating less meat and the positive health impacts of fruit and vegetables gets a better response. People feel as though they’re choosing something in their own best interest rather than feeling forced to change to do you a favor.

Incentives fuel the motivation required to change behavior and it’s essential we get the incentives right.

Research found that different messaging yielded varied results in energy consumption over a year. Some people were sent messages that gave insights into how much money could be saved, others were sent messages about the impact of energy usage on the environment and children’s health.

Those that received messages about money consumed the same amount of energy. Meanwhile, households that got messages about how the pollutants from energy consumption could lead to respiratory illness in kids reduced their consumption by 8% and even up to 19% for households with kids.

Another approach was to publicly post the energy consumption of individual apartments within a building and rank them. Natural competitiveness along with the idea that rank reflects social standing resulted in significant reductions.

Messaging is key. Photo — The Guardian

If we make people feel personally attached to climate change, we will see a rapid shift in attitude. Ditching the scientific narrative and making it engaging — which is a lot easier said than done — will empower people to take action.

It’s possible, and it’s going to have to be done. The penguins can’t save themselves.

Climate Change
Psychology
Environment
Education
Self Improvement
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