How to Help Clients Navigate Security Frameworks Without Committing to One

Security frameworks can be intimidating for clients, especially those unfamiliar with technology. From ISO 27001 to NIST CSF to SOC 2, frameworks seem too resource-intensive or complex. Especially for organizations just starting to formalize their security posture.

Managed Service Providers (MSPs) can play a crucial role by helping clients explore frameworks without forcing them to commit. This approach helps clients identify where their current practices already align with established frameworks.

Helping clients navigate security frameworks with no commitment

MSPs can help their clients navigate security frameworks without commitment. This can be done by explaining them simply or identifying overlap with current practices. You can also build a roadmap, use visual cues, and position frameworks as strategic guides.

📌 Prerequisites:

• Awareness of leading frameworks.
• Clear understanding of SMB client industries and regulatory drivers.
• Baseline security posture assessment tools.
• A Quarterly Business Review (QBR) or roadmap process to introduce framework alignment gradually.

Step 1: Explain frameworks in plain business terms

This step breaks frameworks into business terms. This enables MSPs to help clients understand what they’re about and why they matter in relation to business goals.

📌 Use Case: A potential client might ask a mid-sized SaaS provider whether they are “SOC 2 compliant.” Without context, leadership may not understand how SOC 2 differs from ISO 27001 or NIST CSF. This confusion can delay decisions and even lead to lost business.

Break the frameworks into categories that map to client priorities. Use plain language so anyone can understand where the framework fits:

NIST CSF (Cybersecurity Framework)

This framework is a flexible, maturity-based roadmap that helps organizations strengthen their security posture. It’s great for showing progress and aligning cybersecurity investment with business risk.

ISO 27001

ISO 27001 is a governance-driven framework emphasizing policies, processes, and management oversight. It is certification-focused. This means it demonstrates to regulators, partners, and clients that security is properly managed. This category makes the framework ideal for businesses looking for international recognition and structured compliance.

SOC 2

This framework demonstrates that service providers effectively safeguard data, thereby fostering trust and assurance among clients and stakeholders. It’s ideal for Software as a Service (SaaS) providers and IT service companies selling to enterprises.

CIS Controls

CIS controls are a prioritized checklist of security practices for immediate and practical protection. It’s ideal for achieving quick wins and implementing practical security improvements, particularly for small and medium-sized businesses.

⚠️ Warning: Break frameworks into plain-language categories to avoid confusion. (For more info, refer to: Things to look out for)

Step 2: Identify overlap with current practices

This step identifies and highlights overlaps to help MSPs reassure clients they are progressing towards compliance.

📌 Use Case: A client preparing for an SOC 2 audit may be anxious about the effort required. However, when you show them that their existing endpoint monitoring already supports SOC 2’s “Security” principle. Or, that their patch compliance aligns directly with NIST’s “Protect” function, their confidence increases.

Demonstrate alignment between current MSP services and the controls outlined in the framework to help clients see that:

• They’re building towards compliance.
• MSP services provide value, such as operational support and regulatory alignment.
• Gaps are easier to spot once the overlap is evident.

For example:

• Patch compliance → NIST “Protect” and CIS Control 7
• Backup and restore validation → ISO 27001 Annex A.12, NIST “Recover”
• Endpoint monitoring → SOC 2 “Security” principle

Step 3: Build a “no commitment” roadmap

This step helps lower resistance to framework adoption by framing it as a journey.

📌 Use Case: A growing SaaS company may want to pursue SOC 2 to win enterprise clients, but leadership hesitates due to cost and effort. Instead of pushing for full adoption immediately, the MSP can introduce framework concepts gradually.

Break framework adoption into three phases to make progress visible and achievable:

Phase 1: Awareness

Introduce framework categories and map them to business priorities during QBRs. For example, explain SOC 2’s “Security” principle as protecting client trust.

Phase 2: Light Alignment

Highlight three to five controls that the client already meets through MSP services. For example, tell them their patch management already supports CIS Control 7.

Phase 3: Next Steps

Propose achievable improvements to continue alignment. Recommend MFA rollout, endpoint hardening, or backup validation.

⚠️ Warning: Introduce phased adoption to prevent clients from viewing frameworks as overwhelming projects. (For more info, refer to: Things to look out for)

Step 4: Use visual cues to simplify communication

This step translates framework progress into visual cues, making complex security posture discussions accessible to non-technical stakeholders.

📌 Use Case: A client working toward ISO 27001 certification may struggle to understand their position. This is beneficial for condensing dense documentation. For instance, MSPs can show a heat map with green, yellow, and red cells for each compliance category.

Replace text blocks in reports with visuals that show progress and gaps at a glance:

• Heat Maps: Use color codes to show how aligned the client is in each framework category.
• Radar Chart: Plot framework domains against client readiness to show balance across areas.
• Progress Bars: Track framework alignment percentage or completed milestones over time to highlight progress.

Step 5: Position frameworks as strategic guides

This method reframes frameworks as strategic guides for ongoing risk reduction, allowing MSPs to show that partial adoption still delivers business value.

📌 Use Case: A mid-market manufacturing firm may balk at pursuing full ISO 27001 certification. This is assuming it requires years of effort and large budgets. Aside from being a compliance mandate, applying selected ISO principles can significantly reduce risk.

Shift the conversation from compliance-driven checklists to business-driven guidance:

• Avoid “All-or-Nothing” Messaging: Clients don’t need to view every control for them to see the benefits.
• Frame Risk Reduction Tools: Show how frameworks guide smarter security investments.
• Emphasize Principles Over Certification: Adopting best practices provides significant benefits even without formal certification.
• Reassure Clients: Frameworks are flexible roadmaps, and businesses can grow into them over time.

⚠️ Warning: Avoid framing frameworks as mandates to prevent clients from thinking certification is the only goal. (For more info, refer to: Things to look out for)

Best practices to help clients navigate security frameworks

The table below summarizes the best practices to follow when assisting clients in navigating security frameworks:

⚠️ Things to look out for when helping clients with security frameworks

The following are possible risks, consequences, and ways to reverse them when assisting clients to navigate security frameworks:

NinjaOne services that MSPs assist clients in navigating security frameworks

MSPs can leverage NinjaOne by:

Exporting compliance and patching data

NinjaOne supports vulnerability data import and export through its Vulnerability Importer. This feature can import CSV files from different security tools. Plus, provide detailed reporting with CVE information, risk scores, and device mapping.

Scheduling recurring reports

NinjaOne’s scheduled reports feature allows MSPs to set up reports daily, weekly, or monthly. The feature can also automatically distribute reports.

Endpoint health and framework-aligned controls

This feature provides comprehensive endpoint health monitoring. The dashboard shows:

• Vulnerability status
• Risk levels
• Device health indicators
• CVE details and remediation suggestions

Reduce client anxiety by helping them navigate the security framework

Helping clients navigate security frameworks enables MSPs to build confidence and show value without overwhelming stakeholders. Simplifying frameworks, mapping them to existing services, and visualizing progress are crucial for MSPs. They help to guide clients toward better security at their own pace.

Related topics:

• IT Security Checklist to Protect Your Business
• What Is the Cyber Essentials Certification and Why Is It Important?
• How to Secure Your Data in the Cloud
• Compliance Mapping of Security Framework for MSPs and IT Teams: Align Policies and Controls Without Heavy GRC Tools