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Procurement, Legal, and Security Questions

Day 27 of 30 · B2B Sales 2026 Masterclass

Assemble a “procurement pack” so the deal doesn’t slip in the last week.

Learning Goal

  • List procurement pack items (security, DPA, SLA, billing, signing).
  • Prepare a one-page security/DPA summary.
  • Create a legal/security checklist for meetings.
  • Write an early-involvement template for legal/IT.
  • Flag typical red flags (data path, access, compliance).
  • Use AI to summarize policies.

Why It Matters

  • Late legal/IT involvement causes slips.
  • Clear security info reduces risk perception.
  • Prepared pack speeds review.

Explanation

Procurement pack minimum

  • Security one-pager (data, hosting, access, audit).
  • DPA/SLA template.
  • Billing/contract terms.
  • Signature process (e-sign, contacts).

Involvement

  • Call out legal/IT need during discovery.
  • Send the security one-pager early.
  • Book a review date.

Examples

Bad: Only after the proposal you discover DPA/security review.

Good: Send the one-pager post-discovery and book legal/IT review.

Guided Exercise (10–15 minutes)

  1. Write your procurement pack list and fill what you have.
  2. Draft a one-page security summary.
  3. Write the involvement template for legal/IT.

Independent Exercise (5–10 minutes)

Send the one-pager on one live deal, book the review.

Self-check

  • Procurement pack list ready.
  • Security one-pager ready.
  • Involvement template ready.
  • Applied on one deal.

Optional Deep Dive