We know it can be intimidating to discuss cybersecurity with your clients, but it doesn’t have to be.  Here are some tips:

  1. Start the discussion BEFORE a need arises.  For example, don’t wait for a client’s 100-page cybersecurity questionnaire that you are not at all prepared to respond to, or for the client to call you after an incident looking for help when you have nothing proactively in place to assist them.
  2. Target the conversation to the relationship.  If you have access to the client’s network or data their concerns will center around how you are protecting this access vs a discussion around what protections they have in place internally.
  3. Ask some open-ended questions to identify where they have concerns or needs, such as:

Ask yourself these questions to be ready when you are asked by your clients, your Board members or your commercial insurance agent when your renewal comes due.  Ask your customers these questions to show that want to help them reduce their risk by making an introduction to us.