Lindstedt -Grounding the Discipline of Business

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    tions, standards and other continuity prac-

    tices. Finally, the paper outlines areas for 

      future research with an eye to proving the 

    efficacy of BCP, especially to executives and stakeholders.

    Keywords: business continuity, busi- ness resilience, certification, discipline, profession, grounding

    INTRODUCTION

    If business continuity planning (BCP) is to

    be an acknowledged discipline, it must be

    placed on firm footing, from both a

    theoretical and practical stance. Currently,as anyone working in the field is likely to

    say, it is not well defined by its prac-

    titioners and not well understood by its

    customers.1 Its lines of responsibility are

    blurry, bleeding into areas of IT disaster 

    recovery, risk management, crisis manage-

    ment and others. This paper offers an

    approach to reverse this trend and more

    firmly ground the discipline and profes-

    sion of BCP.

    WHAT IS AT STAKE?

    The profession

    What is expected of the business

    continuity planner? Expertise of haz-

    ardous waste disposal? Ability to

    configure a backup server? DRI Interna-

     David Lindstedt   is the Director of Enterprise

    Continuity Management for The Ohio State

    University. The Ohio State University is the

     largest university in the USA with approximately 60,000 students and 38,000 employees in 928

     buildings on five campuses. He administers

     business continuity software for a ‘BCP federa-

    tion’ of nine Ohio universities, and serves as the

    chair of the Ohio Regional Users Group. Prior to

     his work in business continuity, he worked as an

    IT consultant and the manager of a pro-

     gramme management office. David holds a PhD

    from Tulane University, is a Certified Business

    Continuity Professional (CBCP) and a Project 

    Management Professional (PMP).

     A BSTRACT

    Business continuity planning (BCP) is emerg-

    ing as a profession unto its own. It is

    separating itself from related fields such as

    emergency management, IT, disaster recovery

    and risk management. But can it attain the 

    status of an independent discipline? And if so,

    what is, and is not, included in this new 

    discipline? What are the core competencies that 

    should be required of its practitioners? This paper offers an approach to founding BCP as

    a discipline, but with a narrower demarcation

    than traditionally accepted. It presents three 

    criteria by which to delineate and ground BCP.

    It discusses the difference between BCP and the 

    more encompassing ‘business resilience’, and 

    emphasises the need to clearly choose one or the 

    other of these contexts when discussing certifica-

    Grounding the discipline of business

    continuity planning: What needs to be

    done to take it forward?

    David Lindstedt

    Received (in revised form): 8th October, 2007 

    The Ohio State University, 1121 Kinnear Road, Columbus, OH 43026, USA Tel:   1 614 688 3086; E-mail: [email protected]

    Journal of Business Continuity & Emergency Planning Volume 2 Numb

    Page

     Journal of Business Continuity &

    Emergency Planning

    Vol. 2 No. 2, pp. 197–205

      Henry Stewart Publications,

    1749-9216

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    tional’s   ‘Professional Practices’  publication

    includes risk evaluation, emergency

    response and crisis communications as

    core BCP practices,2 while other 

    organisations cite different requirements.Where does one draw the circle around

    the discipline of BCP? This is not a

    trivial matter. At the most fundamental

    level, a profession that is not well defined

    cannot ultimately prosper. Customers

    cannot be expected to be satisfied with a

    service they do not understand. Analysts

    cannot hope to provide useful research if 

    the scope of their analysis is poorly

    demarcated. Executives cannot be ex-

    pected to support a BCP programme if they consider it as simply part of another 

    function of the business, like emergency

    services or risk management. The

    profession as a whole may eventually be

    in danger of either being swallowed up by

    other disciplines or divided up and farmed

    out to other areas.

    Standardisation and certification

    Proper standards cannot be established

    without a clear understanding of the

    profession it is standardising. To whatdiscipline should standards such as National

    Fire Protection Association (NFPA) 1600

    or BS25999 be applied? BCP alone? Some

    combination of all professions involved in

    a wider effort to protect the organisation?

    Should a BCP professional be expected to

    perform and comply with all areas of these

    standards?3 If executives decide to adopt

    one of these standards for their organisa-

    tion, which area should be expected to

    bring the organisation into compliance?This may become a more pressing con-

    cern as more legislation regarding public

    and private preparedness is introduced.

    Before experts can argue the merit, details

    and proper responses to legislation such as

    the US Senate Bill S 4,4 they will   first

    have to identify the disciplines to which

    the recommendations will apply.

    In the same vein, rigorous certification

    standards cannot be created and applied

    without a clear understanding of the dis-

    cipline of BCP and the appropriate ex-

    pectations of its practitioners.

    Funding and authority 

    On the most practical level, BCP will not

    receive the appropriate budgets, staf fing or 

    authority if it cannot be shown to be of 

    value. Executives will not fund and

    support BCP programmes without proof 

    that professionals can directly and posi-

    tively impact the organisation. When

    push comes to shove, BCP will never 

    achieve solid recognition and supportwithout the numbers to justify its under-

    taking.

    As a recent study from the

    EDUCAUSE Center for Applied

    Research summarised:

    ‘BC continues to be largely a back-

    engineered process whose technical

    aspects are left to IT and whose

    business aspects are only investigated

    after the fact. Once post hoc attention

    is   finally brought to bear on BCquestions, the familiar issues of uncoor-

    dinated action, unclear funding, and

    ambiguous   ‘‘ownership’’   of BC are

    ready to   flourish.’5

    In order to address the above concerns,

    BCP must be placed on a   firm founda-

    tion, both in theory and practice. The

    remainder of this paper outlines how this

    might best be accomplished.

    THEORETICAL GROUNDING

    The discipline of business continuity plan-

    ning ought to be grounded on the follow-

    ing three criteria:

    1. BCP is (narrowly) centred on the

    continuity of processes and functions.

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    value and trained accountants are its best

    practitioners. Law is a discipline because

    there is a body of knowledge centring on

    the theory and practice of law, the work

    has particular value and a lawyer is abetter practitioner than a layman. While

    it is necessary to better define and defend

    each criterion, they should serve as the

    foundation for discussion.

    THEORY: WHAT IS INCLUDED?

    If it is right that BCP should be con-

    cerned with the continuity of processes,

    that it is worth doing and that it is best

    done by BCP professionals, then there isa good position from which to understand

    what ought to be included in the dis-

    cipline. Based on the three criteria, the

    following sub-areas should be included

    under BCP:

    •   business impact analysis;

    •   recovery time objectives;

    •   resources and locations;

    •   process continuity plans/strategies;

    •   incident management plans/strategies;

    •   exercises.

    While much can be said about each of 

    these sub-areas, the following comments

    will be brief.

    The staple of BCP to date has been

    the business impact analysis (BIA), and

    this is properly so. Naturally, if BCP is

    going to ensure the continuation of busi-

    ness processes, the practitioner must know

    what those processes are and why they

    matter. BCP must therefore be able toidentify the processes of the business, the

    functions they perform, the impact (quan-

    titative and qualitative) of their loss, and

    their upstream and downstream depend-

    encies. The BCP practitioner must work

    with leadership to drive and establish

    recovery time objectives (RTOs) for each

    process as well as upstream and down-

    It is the   ‘process of developing ad-

    vance arrangements and procedures

    that enable an organisation to respond

    to an event in such a manner that

    critical business functions   continue withplanned levels of interruption or essen-

    tial change’.6 This means that the core

    of BCP is the discipline of identify-

    ing and ensuring the continuity of 

    processes. One may wish to think of 

    BCP as   ‘process continuity planning’.

    2. Process continuity planning is valuable

    work that needs to be undertaken.

    While better research is required to

    prove this point conclusively (see the

    section on practical grounding, below),there should at least be the correct

    intuition that processes drive a busi-

    ness, businesses drive an economy and

    support a nation, and it is worth the

    time, money and effort to ensure the

    continuity of most businesses. Hence,

    there are   fiscal, political, and poten-

    tially ethical arguments to be made as

    to why continuity planning must be

    performed and supported as a dis-

    cipline unto itself.

    3. No other profession can properlyprovide the service of process con-

    tinuity planning. This is the (mostly

    unstated) assumption that there is

    rightly a BCP discipline to be learned

    and a methodology that can be

    discovered and improved. Again, while

    research needs to be directed to this

    area, there is the instinct that there are

    better and worse ways to perform

    continuity planning, and those better 

    ways are chiefl y accessible (and, it ishoped, known) only to the BCP

    professional.

    These three criteria are not unique (save

    for the content of criterion 1). Account-

    ing is a profession because there is a body

    of knowledge surrounding the tracking

    and payment of monies, it has proven

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    stream dependencies, including IT sys-

    tems.

    Because processes need resources and

    locations to recover, BCP should focus

    on identifying and securing these relevantresources. Identifying, making contact with

    and securing the services of vendors may be

    a necessary component of this work, as well

    as obtaining, staffing and equipping on- or 

    off-site recovery locations.

    If the processes are going to continue in

    the wake of a disaster, BCP must work

    with the owners of these processes to

    develop (and exercise) appropriate con-

    tinuity strategies. The BCP practitioner is

    the proper person to situate each processwithin the context of the entire busi-

    ness and to facilitate the development of 

    these plans/strategies, from response, to

    recovery, to restoration. They are also one

    of the persons best qualified to develop,

    facilitate and judge the outcome of exer-

    cising these strategies.

    Finally, BCP must ensure that the busi-

    ness is capable of reacting and responding

    to a potential disaster incident. Incident

    management plans/strategies are therefore

    the proper purview of BCP, and they mayrightly go into some detail. If leadership

    cannot guide the business through an

    incident, it will be much more dif ficult (if 

    not impossible) to recover the individual

    processes. Accurate and available contact

    information for vendors, agencies and staff 

    is a must. The BCP practitioner must be

    knowledgeable in many aspects of this

    area to ensure that leadership can ef-

    fectively respond to an incident. Other 

    aspects may include:

    •   emergency responders protocol (eg the

    US National Incident Management

    System (NIMS) and Incident Com-

    mand System (ICS), general police and

    fire response activities, environmental

    health and safety procedures);

    •   HR requirements and concerns;

    •  psychology of crisis situations;

    •   facilities management and damage as-

    sessment;

    •   workforce continuity;

    •   general leadership and communicationsactivities.

    This discussion of what ought to be

    included in BCP is not meant to be

    exhaustive. Analysts should be able to

    evaluate other areas and activities to

    determine their   fit within the discipline.

    Analysts should also be able to judge their 

    unfitness, as in the next section.

    THEORY: WHAT IS EXCLUDED?

    If the criteria presented above are used to

     judge what activities best belong to BCP,

    then many activities which are often in-

    cluded under BCP should be excluded.

    At the top of the list are emergency

    management, IT disaster recovery and risk

    management. Each of these is a dis-

    cipline unto itself, with its own body of 

    knowledge, certifications and programmes

    of study. These should not be part of BCP

    because they do not meet criterion 3;each is best performed by its respective

    discipline. Therefore they should not be

    folded into the discipline of BCP.

    Perhaps this is intuitive when it comes

    to emergency management and IT dis-

    aster recovery. For example, the BCP

    practitioner should not advise staff on

    proper evacuation techniques, unless they

    have been trained in the (separate)

    discipline of emergency management.

    Likewise, a detailed discussion of storagearea network options and mirroring

    techniques does not belong in a course on

    BCP but rather in a course on IT disaster 

    recovery.

    But this line of thinking applies to risk

    management as well. Counter to many

    current beliefs, BCP should not involve

    risk analysis. Risk analysis fails to meet

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    3. Many communications and journalism

    programmes focus on this topic well apart

    from the context of process continuity.

    BCP practitioners can learn from this

    separate discipline   —   but while a goodcontinuity plan must include crisis com-

    munication placeholders, it should not be

    a core competency of BCP.

    An even greyer area is that of crisis

    or reputation management, namely, ef-

    fectively responding to a public event

    in order to preserve the reputation and

    branding of a product or company (eg the

    textbook example of the Tylenol scandal).

    To ensure continuity of processes, the

    continuity of the business must be en-sured, as argued above. Crisis manage-

    ment could arguably be part of incident

    management, which is to be included in

    BCP. However, this could be seen to

    violate criterion 3, in that it is best

    handled by experts of crisis communica-

    tion. Perhaps there is a subset within crisis

    management that is properly BCP.

    The above list of what should be ex-

    cluded from the discipline of BCP is by

    no means comprehensive. Analysts should

    be able to use the criteria presented aboveto judge any area and activity as to

    whether it should be part of the discipline

    of BCP.

    To close this section, here is a clarifying

    point. This line of argument does not

    mean that the BCP practitioner should be

    restricted from performing the types of 

    activities excluded above. It would be

    ridiculous, for example, to say that the

    BCP practitioner could never create an IT

    disaster recovery plan. But if the posi-tion is correct, then IT disaster recovery

    should not be part of the core discipline

    of BCP. Executives should not expect that

    a certified BCP practitioner would be

    trained to create an IT disaster recovery

    plan any more than they should expect a

    lawyer to perform surgery. If the BCP

    practitioner is able to create such a plan,

    criterion 1, namely, that it does not play

    a part in planning for the continuity of 

    processes. The BCP practitioner should

    not have to identify the entire theatre of 

    threats for related processes. Whatever itis that interrupts normal operations needs

    to be addressed. Identifying all possible

    threats then calculating their probability

    and impact affords no advantage. Little is

    learned from such an effort with respect

    to planning for processes to continue after 

    they have been affected by a cause.

    This coincides with some thinking

    within BCP to abandon specific threat-

    based contingency planning in favour of 

    flexible planning that focuses on effectsinstead of causes (eg Johns Hopkins

    reducing the results of their risk analysis

    down to  five all-encompassing scenarios).7

    Continuity strategies should focus on

    flexible responses to make sure that the

    right people are available to continue

    critical processes with alternative tech-

    nologies. Continuity plans should not be

    a manifold of individual threat-based

    responses.

    One might argue that a risk analysis is

    necessary to BCP as the foundation for risk mitigation. But risk mitigation does

    not meet criterion 3. Risk mitigation is

    properly performed within the context of 

    a complete risk management programme,

    where there is a focus on the   protection

    of the business. Risks, both large and

    small, need to be identified, scored and

    prioritised. Work must be assigned and

    progress tracked. Questions of liability,

    litigation, regulations and insurance rise to

    the fore. Such a programme is best led byexperts in other programmes, and does

    not belong in BCP.

    Moving on from these three areas, one

    might also judge to exclude crisis com-

    munication from the discipline of BCP.

    While it arguably meets criteria 1 and 2,

    it is already a   field of study unto its

    own, and therefore fails to meet criterion

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    it is because they have cross-discipline

    training.

    It might be thought that the BCP prac-

    titioner would be skilled in all related areas.8

    When looking for the best help, one maywell prefer the surgeon with excellent

    bedside manners, the lawyer who is a

    Certified Public Accountant (CPA), and

    the plumber who can tile. But that is not

    the point. The issue surrounds the primary

    qualifications of a BCP professional, not the

    additional skills they can bring to the table.

    When hiring a certified project manager, it

    is expected that they will have the core

    competencies to create a work breakdown

    structure, an activity sequencing and dura-tion diagram, etc. If we want them to

    develop software too, that is a second

    skill set that we are seeking in addition

    to the skills of a project manager. Simi-

    larly, executives might desire a BCP prac-

    titioner who is a Certified Information

    Systems Security Professional (CISSP) and

    risk management certified with an MBA to

    boot, but these should be considered  addi-

    tional   competencies. The best BCP prac-

    titioners will be likely to draw from a

    wealth of experience and competencies,but this is not what should be expected of 

    a standard BCP professional.

    Business continuity versus business

    resilience

    All the areas discussed in the last section,

    including BCP, fall under the purview of 

    a larger discipline that might be called

    business resilience or continuity of opera-

    tions. It is concerned with the continua-tion of the business from start to   finish,

    from protection to restoration. For the

    purposes of this paper, it will be referred

    to as business resilience.9

    It is of vital importance for any discus-

    sions on the nature of BCP or business

    resilience to be clear on the scope. If the

    discussion concerns the specific discipline

    of BCP, then only those activities which

    meet the three criteria above should be

    included. It should be narrowly focused.

    If, on the other hand, the discussion is

    casting a wide net around the proper practices of business resilience, then it

    needs to include all aspects of business

    resilience, from emergency management

    to risk management and all in-between.

    When analysts evaluate the coherency,

    completeness and content of BS25999 or 

    the NFPA 1600, for example, they need

    to make clear whether they are talking

    about BCP or business resilience. Under 

    a (properly) narrow definition of BCP, the

    NFPA 1600 is much too broad; under business resilience, it may not be broad

    enough.

    If a professional certification were to

    be developed for an expert business

    resilience practitioner, the qualifications

    ought to be dif ficult indeed. It would

    have to combine the theory of all areas

    within business resilience, meaning that

    the expert practitioner would have to be

    an expert in each. It is likely that if 

    business resilience is   finally well defined

    as a coherent discipline, there wouldhave to be several levels of certification

    to allow for the varying levels of study

    and expertise.

    Thus, quickly returning to the issue

    raised at the end of the previous sec-

    tion, the BCP professional should not

    be expected to be skilled in all busi-

    ness resilience related areas (assuming,

    of course, that the range of   ‘all busi-

    ness resilience related areas’   could be

    clearly defined   —   a topic beyond thescope of the present paper). Someone of 

    this calibre would be certified in busi-

    ness resilience, not BCP. An argument

    that BCP ought to be more holistic

    is misplaced; BCP ought to be clearly

    delineated and deeply developed, while

    business resilience should be expansive

    and comprehensive.

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    ment practices. While project manage-

    ment was not much considered as a

    profession a few decades ago, it is now

    one of the more sought-after certifica-

    tions. The development of the projectmanagement of fice (PMO) is perhaps the

    current capstone of this maturing dis-

    cipline, and PMO practitioners are work-

    ing at higher and higher levels within

    organisations.

    This development of the project

    management profession was built upon

    the research of many individuals, perhaps

    most notably that of Dr Harold Kerzner,

    all of whom grounded the discipline on

    thorough research and real-world results.It was proven that a formal methodology

    consisting of certain practices provided

    bottom-line benefits. Likewise, research-

    ers in BCP must strive to meet the same

    challenge for BCP if it is to follow a

    similar path and be placed on a secure

    footing.

    CONCLUSION

    In sum, BCP can be a definable area of 

    work, concentrating on the creation of plans to secure the continuity of business

    processes. This work has value, and it is

    best done by BCP practitioners. If any of 

    these three points are incorrect, then

    the practice and discipline of BCP may

    properly disappear. Obviously, if BCP

    is not worth doing, the funding and

    resources will eventually dry up. Similarly,

    if it can be done by just anyone using just

    any methodology, then there is nothing

    special about the BCP professional, andthis function will simply be absorbed

    by other areas of the business. As John

    Copenhaver, president and CEO of DRI

    International has challenged:

    ‘It is time for us to change. We must

    have common definitions in our in-

    dustry, and we must work with our 

    PRACTICAL GROUNDING: EFFICACY 

    One of the common complaints from

    BCP practitioners is that they do not

    have enough buy-in from executive

    management.10 This seems perfectly un-derstandable on both sides. The heart of 

    the problem is that there is no well-

    researched evidence proving that business

    continuity planning is beneficial. While

    many believe BCP provides organisations

    with the ability to survive disasters, this

    belief is largely based on intuition and

    anecdotal evidence.

    One part of a much larger research

    effort needs to be directed to the ef ficacy

    of BCP. It is known that 43 per cent of businesses experiencing a major disruption

    fail, and that 51 per cent of those that

    survive will fail within two years.11 It is

    also known that shareholder value in-

    creases for companies that effectively sur-

    vive crises.12 But what has yet to be

    proven is that:

    •   businesses that have and utilise a prac-

    tised BCP plan in response to a major 

    disaster are   n   per cent more likely to

    remain in business than those that donot;

    •   BCP plans that contain X, Y and Z

    types of information are   n   per cent

    more successful than those that do

    not.

    This research needs to be undertaken as

    soon as possible.13 If it can be proven that

    a certain approach to BCP is effective

    for businesses to survive disasters, BCP

    practitioners will have a very strong ar-gument for taking their place in the

    boardroom.14

    By way of example, the discipline of 

    project management has been proven

    to be ef  ficacious and, therefore, indis-

    pensable for businesses which undertake

    projects. Project success has been directly

    correlated with formal project manage-

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    colleagues in risk management and

    security to better define our respective

    roles in corporate governance.’15

    Discussion on the nature of BCP needs tobe properly focused. Participants in these

    important discussions need to be sure they

    are clear as to whether they are defin-

    ing BCP, business resilience, or another 

    discipline. Work by the Financial Serv-

    ices Technology Consortium (FSTC) and

    Carnegie Mellon University,16 standards

    such as NFPA 1600 and other discussions

    likewise need to be precise.

    Business continuity planning should

    continue to mature, if it can do so. If it isgoing to be an acknowledged profession,

    it needs to move beyond its roots of IT

    disaster recovery and emergency manage-

    ment to establish itself   firmly on its own

    ground. Practitioners and researchers alike

    should lend their voice to this worthy

    discussion.

    REFERENCES

    (1) See, for example, Baker, B. (2006)

    ‘Who is the business continuity

    professional’,   Continuity Insights, Vol. 4,No. 4, pp. 16 – 18; and Lewis, G. (2006)

    ‘Identity crisis: how resilient is the

    resiliency profession’,   Continuity Insights,

    Vol. 4, No. 4, pp. 40 – 41.

    (2) DRI International (2003)   ‘Professional

    Practices for Business Continuity

    Professionals’, DRI International, Falls

    Church, VA.

    (3) See, for example, Shaw, G. L. and

    Harrald, J. R. (2006)   ‘The core

    competencies required of executive

    level business crisis and continuity

    managers’, in   ‘11th Annual Disaster 

    Resource Guide’, pp. 66 – 69,

    Emergency Lifeline Corporation, Santa

    Ana, CA.

    (4)   ‘A bill to make the United States more

    secure by implementing unfinished

    recommendations of the 9/11

    Commission to   fight the war on terror 

    more effectively, to improve homeland

    security, and other purposes’. This bill

    includes recommendations on voluntary

    private sector preparedness.

    (5) EDUCAUSE Center for AppliedResearch (2007)   ‘IT and Business

    Continuity in Higher Education’,

    ECAR Research Study 2, p. 155,

    EDUCAUSE, Boulder, CO.

    (6) From the January 2005 edition of the

    Business Continuity Glossary   maintained

    by the   Disaster Recovery Journal   and the

    Disaster Recovery Institute (author ’s

    italics). The 2007 edition has changed

    ‘Business Continuity Planning (BCP)’

    to   ‘Business Continuity Plan (BCP)’

    and modified their definition.

    (7) Cole, G. and Barnes, A. C. (2005)   ‘The

    business continuity planning initiatives

    at Johns Hopkins health system’,

    Continuity Insights, Vol. 3, No. 3, pp.

    32 – 40.

    (8) But here, already, one should see a red

    flag: what should it mean to be skilled

    in   ‘all’   areas related to BCP? What are

    ‘all’   the areas? Where does one draw

    the line? IT disaster recovery and risk

    management? Is an MBA, CEM, CPA

    or PMP required?

    (9)   ‘BRP’   is not an accepted acronym, andthere is no widely-accepted definition

    for either business resilience or 

    continuity of operations. Indeed, that

    there are no clear definitions of these

    terms is a good indicator of the very

    problem at hand.

    (10) See, for example, Callahan, J. G. (2007)

    ‘Boardroom BIA   —   Elevating our 

    profession’,   Disaster Recovery Journal , Vol.

    20, No. 1, pp. 26 – 30.

    (11) US Bureau of Labor and Statistics.

    (12) Knight and Pretty, 1998.

    (13) This research must be conducted in

    addition to the discussion as to whether 

    BCP should be considered to have actual

    return on investment for the company or 

    whether it should be considered more

    akin to insurance. These are both

    important discussions to the future of 

    BCP. For more on this issue see, for 

    Grounding the discipline of business continuity planning

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    BC Management are important, but

    ought to take a back seat to the more

    pressing concern to provide a practical

    foundation for BCP.

    (15) Copenhaver, J. (2007)   ‘Setting sails for open seas’,   Disaster Recovery Journal , Vol.

    20, No. 2, p. 80.

    (16) See Owens, C. C. and Wallen, C. M.

    (2006)   ‘A capability model for 

    enterprise resiliency’,   Disaster Recovery

      Journal , Vol. 19, No. 2, pp. 28 – 32.

    example, Stagle, J. M. (2007)  ‘The real

    return on investment for BCP’,

    Continuity Insights, Vol. 5, No. 1, p. 58;

    Wilson, B. (2006)  ‘Business continuity

    cannot be an optional decision for investment’,  Continuity Insights, Vol. 4,

    No. 5, pp. 40 – 41.

    (14) Benchmarking studies like the kind

    undertaken by Continuity

    Insights/KPMG and Gartner/DRJ and

    salary data like the kind provided by

    Linds

    Page

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