By Michael Brown 1

Client: “Do you know about HIPAA compliance?”

MSP: “I know of HIPAA compliance.”

That answer is not going to cut it anymore (if it ever did). For today’s MSPs, HIPAA compliance is either a subject they would rather not discuss, or one that elevates them in the minds of current and prospective clients. There is very little middle ground.

“MSPs should think about HIPAA compliance as more than just a check box item,” said Ted Hulsy, VP of Marketing at eFolder. “Compliance expertise is an opportunity to seriously set yourself apart from the competition.”

Generally speaking, MSPs have neglected to become HIPAA experts because many of their clients already were. You know cloud technology, they know HIPAA. Why learn about the law when the client already knows everything about it? Just tell me what’s required and I’ll give you a solution.

There are a few glaring problems with this mindset. For one, you’re assuming the in-house HIPAA expert will be readily available to provide you with the info you need. Often times you’ll be on your own, or interfacing with someone who doesn’t fully understand the requirements – so the more you know about HIPPA, the faster you can deploy a solution.

The other major problem is that some smaller companies that need to adhere to HIPAA compliance don’t truly understand what it entails. Do an internet news search for “HIPAA compliance” and you can read hundreds of horror stories about companies not in compliance with the law. Never assume the client knows everything about anything.

So how can you help your clients with their HIPAA problems? Before you know the right answers for your clients, you need to know the right questions. Here are a few HIPAA-related questions that every MSP should be asking of themselves and their clients:

Nobody can force you to become a HIPAA expert. But if you take it upon yourself to learn – bit by bit – the specific details of the law, you’ll have a major advantage over the competition.