The Art of Persuasion: Unlocking Effective Communication with Your CISO

Understanding the Different Types of Chief Information Security Officers

When it comes to approaching your company’s Chief Information Security Officer (CISO) with a request or idea, it is essential to understand that not all CISOs are created equal. Each CISO has their own areas of expertise and interests, which can significantly influence how they respond to your proposal. In the past, CISOs typically had IT backgrounds when cybersecurity was seen as solely a technology issue. However, as enterprises digitize and the legal and business ramifications of security breaches increase, CISOs now come from diverse backgrounds.

The Business CISO

This type of CISO focuses on the effects of security decisions and breaches on the entire business. They consider factors such as revenue, cost savings, reputation, and efficiency. Collaborating with other C-suite members and consulting with them is common for this type of CISO. To effectively communicate with a Business CISO, it is essential to discuss your project as a business enabler. Engage with other C-suite executives, as well as managers from finance, marketing, and human resources, to gather support.

The Compliance CISO

The Compliance CISO is strongly focused on legal matters and ensuring compliance with laws, regulations, requirements, and standards. Before approaching this type of CISO, it is advisable to consult with your legal and audit teams, as well as the chief risk officer. The Compliance CISO will want to know how your proposal complies with regulatory and legal frameworks, especially in relation to privacy and data protection. Adherence to local laws and regulations in countries where your company operates will also be of interest.

The Technical CISO

The Technical CISO has a background rooted in technology and might have started their career as an engineer or security engineer. They have in-depth knowledge of the company’s security infrastructure and architectures. When presenting a proposal to a Technical CISO, be prepared to discuss technical details such as implementation, maintenance, required resources, and cost. Questions about technical capabilities, hardware infrastructure, and expertise required to support the proposed solution will also arise.

Speaking their Language: Effective Communication with CISOs

While the substance of your proposal may remain the same for all types of CISOs, it is crucial to tailor your language and approach to effectively communicate with each type. Regardless of the CISO type, demonstrating how your idea improves cybersecurity is essential. However, focusing on specific aspects that resonate with the particular CISO will yield better results.

Prepare for the Meeting

Given that CISOs are often busy, it may be challenging to secure an appointment. Use this waiting period effectively by preparing a list of anticipated questions that your CISO may ask during the meeting. Additionally, identify individuals within your organization who your CISO is likely to consult with before making a decision, and proactively engage with them. Seek their input, discuss your idea with them, and gain their support. Remember that according to the website Rebels at Work, securing agreement from just 10% of others within your organization is key to driving change.

In Conclusion

Approaching a CISO successfully requires not only thorough research, but also an understanding of the specific type of CISO you are dealing with. Tailoring your communication to their language and priorities will significantly increase the likelihood of your proposal being well-received. By engaging with other stakeholders in the organization and gaining their support, you can demonstrate the value and feasibility of your idea. Remember that effective communication and collaboration with the CISO and other relevant parties are essential for success in any cybersecurity initiative.