Smooth Sailing: Rely on Logical for All Your Security and Compliance Communication Needs
Enjoy this sampling of stories about our outcome-focused communication consulting services. We stand ready to help, whether you want to improve your enterprise's security or increase sales and improve lead generation for security or compliance products and services.
Increased win ratio to 75%
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Challenge
Like many organizations, a Denver team that developed software to schedule resources was having a hard time penetrating the large market. The win ratio for clients with a formal RFP process was about 10%. Solution On a W2 basis through a professional services firm, Ann produced a series of 12 RFP responses. Nine won. Key activities included:
These results are extraordinary and show that this company had unleveraged reputational strength (and that in many cases Sales people are better at talking than writing). However, win ratios of 50% are not out of the question for companies that have excellent references and great instincts on which RFPs to pursue. In addition, Logical once assisted a client whose customer had written an RFP specifically targeting our client's perceived weaknesses as the incumbent. Logical was able to help our client communicate that they valued the relationship, the current solution met all top requirements, and scheduled enhancements would meet remaining requirements. |
"A special shout-out to Ann Grove who is doing remarkable work in providing the sales team assistance in the development and delivery of high quality, professional-looking RFP responses. Every week, I hear comments and thank you’s attributable to Ann’s can-do attitude, her timely accountability and the high bar she sets for herself and for <the organization> in terms of the professionalism of our RFP responses. … Ann is helping us stand out in the crowd. … Having the best RFP response certainly sets the table for the Sales team to enter the selection process with high expectations. Kudos, Ann, on being such a key contributor to our funnel depth and our long-term success!" ~ Vice President of Sales, Weekly Newsletter |
Updating a Secure Environment for HIPAA
Challenge
A 6,000-employee voice and interactive communication technology company had an existing PCI DSS environment which needed to also be HIPAA compliant. An internal HIPAA expert on the division's compliance team had performed a HIPAA self assessment for the environment, and the organization needed help implementing the broad recommendations.
A 6,000-employee voice and interactive communication technology company had an existing PCI DSS environment which needed to also be HIPAA compliant. An internal HIPAA expert on the division's compliance team had performed a HIPAA self assessment for the environment, and the organization needed help implementing the broad recommendations.
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Solution
Ann was hired as a W2 consultant through a professional services firm after another consultant quit 1.5 weeks into the job claiming that the job was more of a project management position. Working with an IT program manager and a member of the compliance team, Ann met with groups of stakeholders to determine how to implement each recommendation, for instance adding alerts for certain activities and adding quarterly management reviews, and confirmed the changes were implemented. Ann then updated the policies for the division to address HIPAA and created or enhanced procedural documentation to show how HIPAA requirements were met. Ann completed the project on time, even though a key resource was lost a few weeks into the project. During a one-month extension, Ann performed a division-level HIPAA self-assessment (expanding on the prior environment-specific assessment) and compared division policies and procedures to corporate policies and procedures to more clearly demonstrate the level at which HIPAA requirements are met. |
"Ann did everything she could to make our project a success." ~ Division Compliance Director |
Set of White Papers Communicates Security Vendor's New Product Stacks
Challenge
A large security technology and cryptography company had dozens of products, which clients had difficulty navigating. After being purchased by a multinational computer technology company, marketing leadership decided to group the products into four key product stacks.
Solution
Logical developed a set of four white papers, each with its own set of stakeholders:
The white papers were very well received in the marketplace. In fact, Ann met someone from the Sales team on the way to the company's annual conference and was told that the Sales team was distributing the white papers at much higher rates than other marketing pieces and that some newer team members understood the company's offerings for the first time. Logical was retained to produce an internal position paper about the potential for a new technology as well as other white papers.
A large security technology and cryptography company had dozens of products, which clients had difficulty navigating. After being purchased by a multinational computer technology company, marketing leadership decided to group the products into four key product stacks.
Solution
Logical developed a set of four white papers, each with its own set of stakeholders:
- Governance, Risk, and Compliance
- Threat Detection and Response
- Identity and Access Management
- Fraud Detection
The white papers were very well received in the marketplace. In fact, Ann met someone from the Sales team on the way to the company's annual conference and was told that the Sales team was distributing the white papers at much higher rates than other marketing pieces and that some newer team members understood the company's offerings for the first time. Logical was retained to produce an internal position paper about the potential for a new technology as well as other white papers.
Professional Services Firm Reaches the C Suite with Security Thought-Leadership White Papers
Challenge
A professional services firm in the Northeast United States had significant security expertise but the subject matter expert was too busy to author blog posts and white papers himself.
Solution
Logical was hired to author marketing content intended to reach the C suite. One of the most successful pieces was a white paper on how fraudsters target CEOs and CFOs in whaling schemes, sometimes for years before being caught. Ann's blog post on using network segmentation to avoid the spread of malware earned the firm some interviews with media outlets when malware that used lateral movement against hospitals hit the news.
A professional services firm in the Northeast United States had significant security expertise but the subject matter expert was too busy to author blog posts and white papers himself.
Solution
Logical was hired to author marketing content intended to reach the C suite. One of the most successful pieces was a white paper on how fraudsters target CEOs and CFOs in whaling schemes, sometimes for years before being caught. Ann's blog post on using network segmentation to avoid the spread of malware earned the firm some interviews with media outlets when malware that used lateral movement against hospitals hit the news.
Benefits of Service Management Office Realized with Documentation Assistance
Challenge
A consulting project team lost their technical writer in the last two months of a project to assist a regional health system in implementing a Service Management Office. Policies and service design packages were among the key deliverables.
A consulting project team lost their technical writer in the last two months of a project to assist a regional health system in implementing a Service Management Office. Policies and service design packages were among the key deliverables.
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Solution
On a W2 basis through a professional services firm, Ann finished policies for Service Level Management, Service Asset and Configuration Management, Service Design and Transition Coordination, and Continual Service Improvement. These included updated workflows and associated RACI charts. She also worked with architects to develop Service Design Packages for email communication, anatomic pathology, patient scheduling, and patient registration. The project finished on time. After this assignment, Ann became certified in ITIL Foundation (an IT Service Management framework). She went on to assist a telecommunications company implement a Service Management Office. |
"We figured if half of the things on Ann’s resume were true, our project would be fine. Fortunately for us, it was all true." ~ Enterprise Architect Consultant |
Updated Policies, Processes, and Requirements Enhance HIPAA Compliance
Challenge
One of the largest US health insurance companies, part of a global health services organization, needed a series of updates to resolve weaknesses identified by a HIPAA assessment conducted by an independent professional services firm.
Solution
On a W2 basis through the organization's own professional services group, Ann joined the organization for 11 months as a project manager and technical writer. The initial focus was to help the organization better prepare for a potential large-scale security breach of customer data in a manner consistent with global, federal, and state privacy regulations. During the initial scope, Ann:
During an extension, Ann documented business requirements for the purchase of an enterprise governance, risk, and compliance (eGRC) tool including integrations with various existing technologies.
One of the largest US health insurance companies, part of a global health services organization, needed a series of updates to resolve weaknesses identified by a HIPAA assessment conducted by an independent professional services firm.
Solution
On a W2 basis through the organization's own professional services group, Ann joined the organization for 11 months as a project manager and technical writer. The initial focus was to help the organization better prepare for a potential large-scale security breach of customer data in a manner consistent with global, federal, and state privacy regulations. During the initial scope, Ann:
- Worked with about 40 business unit stakeholders under the guidance of the Privacy Office to update HIPAA privacy notices, HIPAA privacy forms, and a Gramm-Leach-Bliley Act (GLBA) notice and managed translations of these documents into Spanish and Chinese (Mandarin)
- Developed software requirements to significantly update an in-house tool to track and report any breaches to the US Department of Health and Human Services.
- Defined and documented privacy breach workflows and process models
- Documented business requirements for third-party forensic and notification services
- Led an investigation and root cause analysis into problems with a mailing of a required notice and ensured permanent resolution
During an extension, Ann documented business requirements for the purchase of an enterprise governance, risk, and compliance (eGRC) tool including integrations with various existing technologies.