How do you convince stakeholders and clients to invest in security?

1 Identify the risks and impacts

The first step to convince stakeholders and clients to invest in security is to identify the risks and impacts of security breaches and incidents on their business objectives, reputation, and compliance. You need to quantify and communicate the potential costs, losses, and damages of security failures, such as data theft, fraud, downtime, fines, lawsuits, and customer churn. You also need to show them how security can help them achieve their goals, such as increasing revenue, productivity, and customer loyalty.

2 Demonstrate the solutions and benefits

The second step to convince stakeholders and clients to invest in security is to demonstrate the solutions and benefits of security measures and practices. You need to explain how security can improve the quality, reliability, and usability of the enterprise software, and how it can protect the data, assets, and users from threats and attacks. You also need to showcase the best practices, standards, and frameworks that you follow, such as encryption, authentication, authorization, auditing, and testing.

3 Address the objections and barriers

The third step to convince stakeholders and clients to invest in security is to address the objections and barriers they may have. Anticipate their concerns and questions, such as the cost of security, how it will affect the budget and timeline, performance, functionality, maintenance, and reporting. Provide clear and realistic answers that demonstrate how security can save money, time, and resources by preventing and reducing security incidents, errors, and rework. Show them how security can enhance performance and functionality by optimizing the code, reducing bugs, and increasing user satisfaction. Explain how security can be maintained and updated in the long term by following a security lifecycle, using automation tools, and conducting regular audits and reviews. Demonstrate how security can be measured and reported using metrics, indicators, and dashboards.

4 Build trust and rapport

The fourth step to convince stakeholders and clients to invest in security is to build trust and rapport with them. You need to establish yourself as a credible and reliable security expert, who understands their needs, expectations, and challenges. You also need to listen to their feedback, suggestions, and preferences, and involve them in the security decision-making process. You also need to keep them informed and updated on the security progress, issues, and results, and provide them with documentation, evidence, and testimonials.

5 Educate and empower

The fifth step to convince stakeholders and clients to invest in security is to educate and empower them. You need to provide them with the knowledge, skills, and tools to understand, appreciate, and support security in the enterprise software. You also need to raise their awareness and responsibility for security, and encourage them to adopt a security mindset and culture. You also need to provide them with training, guidance, and resources to help them implement and use security effectively and efficiently.

6 Align with the vision and values

The sixth and final step to convince stakeholders and clients to invest in security is to align with their vision and values. You need to show them how security aligns with their mission, vision, and values, and how it supports their strategic and competitive advantage. You also need to show them how security aligns with their industry, market, and customer expectations, and how it helps them comply with the laws, regulations, and standards. You also need to show them how security aligns with their social and ethical responsibility, and how it helps them protect the environment, society, and humanity.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?