When security review is the last thing between you and the deal
The contract is agreed. The champion is sold. Then procurement sends a 300-question security review, and everything stops. This is the engagement for exactly that moment.
What I do
Triage the ask
Separate the questions that matter to this customer from the boilerplate. Most questionnaires have thirty real questions hiding in three hundred.
Draft credible answers
Written the way procurement security teams expect — accurate, specific, and honest about gaps, with a plan attached.
Close the gaps that matter
Some answers can’t be finessed — they need the control fixed. I prioritize the short list that actually moves the review, and get it done with your team.
Join the customer calls
When their security team wants to talk to your security leader, you have one — on the call, speaking their language, with 25 years behind the answers.
Why senior help changes the outcome
Procurement security teams read hundreds of vendor responses. They can tell in minutes whether the answers came from someone who runs a real program or from a late-night copy-paste session. Experience reads on the page.
And honest answers win. “No, but here’s our plan and timeline” from a credible security leader beats an evasive “yes” every time — because the reviewer’s job isn’t to find perfect vendors, it’s to find vendors they can trust.
From one deal to durable trust
The first questionnaire is rarely the last. Once one enterprise buys, more follow — and each review gets cheaper if the work compounds: a reusable answer library, a trust page, then a real program behind it. Many clients start here, with one stuck deal, and continue as an ongoing fractional engagement once the deal closes.
FAQ
How fast can you turn a questionnaire around?
Days, not weeks, for the response itself — assuming reasonable access to your team. Gaps that need real fixes get an honest timeline, prioritized by what the customer will actually check.
Can you just fill it in for us?
I draft; you verify. Answers you can’t stand behind are a liability in the contract you’re about to sign — accuracy is the point.
Is this a one-off engagement?
It can be. One deal, fixed scope, done. If more reviews are coming, we talk about making the work compound instead of repeating it.
The customer wants SOC 2 and we don’t have it. Is the deal dead?
Usually not. Most enterprises accept a credible roadmap with committed dates — presented by someone they believe. That’s a large part of what I’m there for.
A deal waiting on a security review?
The next step is a 30-minute conversation — no pitch, no obligation. Bring the questionnaire; you’ll leave with a triage read on it either way.