The buyer said yes. Their security questionnaire says no.

Winning the decision is not the same as clearing the gate behind it, and the gate rarely gets any attention until it has already cost a quarter.

By Steve 5 min read
Abstract bridge artwork for The buyer said yes. Their security questionnaire says no.

There is a particular kind of stall that shows up when a smaller business starts selling to larger buyers. The pitch lands. The champion is enthusiastic. The commercials are agreed in principle. And then the deal enters a phase nobody in the sales process owns: a supplier onboarding form, an information security questionnaire, a request for certificates of insurance at limits you have never carried, a legal redline on liability caps, a demand for a business continuity plan, a request for two years of audited accounts. Weeks pass. The champion…

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