In almost all my daily conversations with clients, security and risk mitigation dominate the agenda. Companies and individuals are targets every single day. The motivation is clear when you look at the landscape.
The Threat Environment
Four trends are converging to create the perfect storm:
Network complexity is exploding
- Networks are bigger
- Visibility is limited. You can't see attacks coming.
- Network teams lack training
Criminal motivation is accelerating
- More data lives online
- More money moves through digital channels
Attack tools are commoditized
- Hack-for-hire services are everywhere
- Specialized attack methods come with support
- The barrier to entry is gone
User awareness is dangerously low
- More users with more access points
- Zero training
- Maximum exposure
The 100% Safety Trap
I was in strategy discussions with a superintendent and director of technology for a large school district. Cloud security came up.
The director asked: "How can I be guaranteed, in writing, that my information will be 100 percent safe in the cloud?"
I turned to the superintendent.
"Mr. Soup, I'm planning to send my daughters to this school. Before I do, I want you to guarantee me, in writing, that they will be 100 percent safe while on campus."
He laughed. Then he got it.
There are no guarantees. Only frameworks that reduce risk.
Why Sales Teams Fumble Security
When security comes up, one of three things happens:
- The dodge. Sales reps shy away and wait for a subject matter expert.
- The weeds. The conversation goes so technical that everyone leaves confused and nothing moves forward.
- The interrogation. Clients feel alienated by question after question with no clear direction.
None of these build trust. None of them close deals.
The Security Conversation Framework
I've found that a simple framework transforms the security conversation. It educates the client, opens gaps we can fill, and positions you as a trusted advisor instead of a vendor.
Here's the play. ✅
Start High: The CIA Principle
The CIA triad is your foundation. Three core goals drive information security:
Confidentiality
Access to information should be granted on a need-to-know basis only. This is the principle of least privilege. Not everyone gets access to everything.
Integrity
Information must not be tampered with in transit or at rest. What leaves point A arrives unchanged at point B.
Availability
Services must be available when needed. Uptime matters. Access matters.
This framework gives clients a mental model. It's simple. It's business-focused. It works.
Identify Specific Needs: The Triple-A
Once you've established the foundation, move to specifics:
Access: Who gets in?
- Access Control ensures only legitimate users and traffic reach the network
- Talking point: "We need to define who should have access to what, and ensure no one else does."
Authentication: How do we verify identity?
- Positive identification of devices and individuals
- Talking point: "Encryption ensures data can't be intercepted or read by unauthorized parties."
Accounting: What's happening?
- Visibility and logging of resource use
- Talking point: "24/7 management and monitoring gives you oversight and insight into critical devices, servers, infrastructure, and peripherals."
Apply Safeguards: The Three Layers
Now you're ready to talk about implementation:
Physical safeguards
- Secure all computing and data storage equipment
- Restrict data center access to authorized personnel
- If using cloud partners, verify compliance: SSAE 16, HIPAA, PCI
- Compliance gives confidence that rigorous standards are followed
Administrative safeguards
- Institute a security policy
- Document data handling procedures
- Define proper handling of confidential information
- Implement password management: complex passwords, 90-day resets
Technical safeguards
- Deploy software, expertise, and layered security
- Implement access controls and single sign-on
- Build backup and disaster recovery plans
- Plan for data restoration when disaster strikes
The Outcome
This framework does three things:
- Educates the client on security fundamentals without drowning them in jargon
- Positions you as an advisor who brings structure and clarity
- Uncovers gaps that you can address with specific solutions
Security conversations don't have to be complicated. They don't require a technical deep dive on the first call.
They require a framework. Structure. Discipline.
When you lead the security conversation instead of reacting to it, you build trust. You create clarity. You close deals.
The play: Use the CIA principle, identify needs with the Triple-A, and apply safeguards across three layers. Simple. Repeatable. Effective.
Security isn't about guarantees. It's about frameworks that work.
