5 Steps to Communicate Security's Value to Non-security People

In belt-tightening times, making the case for security investment is more difficult than ever. Security Catalyst founder Michael Santarcangelo details five steps risk professionals can use to communicate value effectively

But when you get to delivery, the trick is to put it out there without worrying about being perfect.

"It's about being authentic," he said. "If you honestly believe in it, put it out there. Don't be afraid to make mistakes. You don't have to be perfectly polished. Don't worry about ums or ahs or reading from a script. The idea is to have a conversation."

Once you have thought through what you hope to get out of it, and once you have put together a story and rehearsed or practiced, be natural in the moment once you get to it.

"Make your case succinctly and then have a natural conversation."

Review & Follow Through

When you are done, go back and ask yourself "How did it go?" and "If I had that conversation again, would I do it the same way?"

Once you've evaluated in your own mind how you think it went, follow through is important, said Santarcangelo.

"Many times our first connection and creation may not have been dead on. So when we had a conversation, things didn't get resolved," he said. "If you go back and say: 'I didn't connect the way I wanted to connect' you can follow up with your audience and say 'I didn't explain that the way I wanted to. I know you are busy, but can I have five more minutes? I'd like to explain it to you differently.'"

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