MSP Risk Assessment Process: Turn Security Findings Into Client Buy-In

Written by ConnectSecure | Jan 21, 2025 3:00:00 PM

Are your clients hesitant to invest in cybersecurity? You're not alone. ConnectSecure's Q4 Partner Panel Survey revealed that a striking 27% of MSPs identify “convincing clients to invest” as their number one obstacle to reaching their cyber growth goals, followed by “keeping up with evolving threats” at 22.6%.

Does this sound familiar? Here’s what some of your peers told us:

“The biggest challenge is convincing clients of the need for cybersecurity protection”
“Clients are already paying for monthly services but don't understand the many attack vectors they face”
“Getting to 99.99% security coverage and keeping it there is a challenge that must be met”

These survey responses highlight a key dynamic: while some clients need to be convinced of cybersecurity's importance, others are increasingly security-aware and scrutinizing their risk posture. In both cases, MSPs need effective ways to assess, communicate, and address security priorities.

A well-structured MSP risk assessment process can open doors to meaningful client conversations about security. Here's how to begin:

Start with Comprehensive Asset Discovery

The most effective security discussions start with a complete picture of what you're protecting. A thorough asset discovery helps you uncover risks that clients might not know exist:

Hardware devices reaching end-of-life that need replacement
Software applications missing critical security updates
Network devices with known vulnerabilities
User access rights that could pose security risks

When you show clients a detailed map of their technology assets and associated risks, the conversation can shift from "Why do we need this?" to "Where am I at risk?"

Turn Technical Data into Clear Business Metrics

Numbers and grades speak louder than technical jargon when discussing security with clients. Your risk assessment should include:

A clear overall security score that helps clients benchmark their position
Letter grades that make sense to business leaders
Prioritized vulnerability ratings that show what needs immediate attention
Compliance status for relevant industry requirements

These concrete metrics help clients understand where they stand and what needs to change. They also provide a baseline for measuring security improvements over time.

Assess User Access and Security Practices

As one MSP in our survey noted, "Even with the fanciest technology configured perfectly, human error can still compromise security." Focus your MSP risk assessment process on how people use your clients' systems:

Who has access to what resources
Whether password policies match security best practices
How administrator privileges are assigned
Which users might have unnecessary access levels

This people-focused view helps clients understand that security isn't just about technology but also about how their team uses it.

Identify Systems Needing Updates or Replacement

Your clients need to know which systems pose the greatest risks. Document and prioritize:

Systems approaching end-of-support dates
Software requiring critical security updates
Applications with known vulnerabilities
Aging hardware that needs replacement

Presenting these findings creates natural opportunities to discuss system upgrades and security improvements. Many clients will act quickly when they see specific risks to their current systems.

Map Security to Compliance Requirements

Our Partner Panel Survey also showed that growing compliance requirements rank as the third biggest challenge for MSPs at 21.4%. Help your clients address this challenge by:

Mapping current security controls to regulatory requirements
Identifying specific compliance gaps
Providing clear steps to meet compliance standards
Documenting compliance status for audits

When clients see how security improvements align with compliance requirements, they are more likely to understand the value of their security investments.

Make Each Finding Count

Turn technical discoveries into clear business actions by organizing your findings strategically:

Priority Rankings:

Label each vulnerability by potential impact
Sort issues by urgency and risk level
Group similar items for efficient handling

Implementation Guide:

Break down complex fixes into manageable steps
Include estimated timelines for each fix
Factor in budget considerations

When clients say they're “already paying a lot for monthly services,” this organized approach helps them see exactly what they're investing in and how each security improvement will be implemented.

Create Reports That Drive Conversations

Your assessment report opens doors to deeper security discussions:

Executive View:

Start with a clear summary of critical findings
Use visual risk scores that business leaders understand
Compare results to industry security benchmarks
Highlight the most pressing action items

Technical Details:

Include thorough system-by-system findings
Provide remediation steps for each issue
Document current security configurations
Track changes from previous assessments

Build Long-Term Security Partnerships

"MSPs need a defined process for a Vulnerability Management Program because clients are paying more attention to their security scores and posture," noted one survey respondent. Here's how to deliver that ongoing value:

Regular Check-ins:

Schedule quarterly security reviews
Track progress on previous findings
Update assessments as systems change
Discuss emerging security concerns

Continuous Improvement:

Show trends in security scores over time
Document completed security enhancements
Identify new areas for improvement
Adjust security priorities based on business changes

Turn Your MSP Risk Assessment Process into a Growth Engine

A structured risk assessment process opens doors to new security services and stronger client relationships.

By following a clear assessment process, you can:

Show clients concrete evidence of security gaps
Present findings in business terms they understand
Deliver practical, prioritized recommendations
Build ongoing security partnerships

Ready to drive more business with your MSP risk assessment process?

Schedule a Private Demo or take a 14-Day Free Trial of ConnectSecure. Seeing us in action is the best way to learn how our automated vulnerability and compliance management platform can help you deliver more compelling security assessments while growing your practice.

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