Many organisations have approached me, desperate to enhance (or at least produce robust documentation to evidence) their information security position almost overnight to win a customer contract.
Prospective customers today are focusing more on supplier due diligence, and information security is increasingly taking centre stage.
The details may differ, but the situation is always the same. It usually starts with a panicked email or call, driven by a potential deal that has suddenly introduced information security as a key requirement.
Financial institutions, in particular, no longer accept vague assurances. Instead, they demand to see evidence: policies, processes, risk assessments—all to verify that you walk the talk when it comes to protecting data.
Sometimes the customer will state that ISO 27001 is mandatory. Other times, they will ask for all the documents associated with ISO 27001 without directly naming it (though it might as well to save us some guesswork). Often, the customer may even say, "Hey, you don't have to be ISO 27001 certified, but if you aren't, then we are going to have to audit you ourselves" – which is the worst outcome because you don't know the depth of their engagement and due diligence. It could be questions you need to answer (a 225-question survey is the biggest I've seen) or an on-site audit.
How to Assess Current Security Gaps
Before accelerating any security initiatives, it's critical to assess where your organisation currently stands. A gap analysis can identify weaknesses in your information security practices by comparing them to established standards like ISO 27001.
Start by:
Reviewing existing policies and processes: Are they documented and aligned with industry standards?
Conducting a risk assessment: Identify assets, threats, and vulnerabilities.
Auditing technical controls: Check firewalls, access controls, encryption measures, and monitoring systems.
Gathering employee feedback: Frontline staff often have insights into gaps and challenges.
This assessment forms the foundation for creating a prioritised action plan. According to ISACA’s State of Cybersecurity 2023 report, over 70% of surveyed organisations reported that conducting regular risk assessments significantly improved their security posture.
When Suppliers Demand Security
I've also seen cases where suppliers refuse to allow new customers to connect to their APIs or cloud services until they can demonstrate that they are managing their infrastructure and data appropriately.
Security is no longer just about your own business; it’s also about proving you won’t become a weak link in someone else’s supply chain.
Security today is a two-way street. All parties need confidence that their partners are taking their responsibilities seriously.
Role of Employee Training in Enhancing Security
Employees are the first line of defence in information security. An organisation’s security posture is only as strong as its weakest link, and uninformed staff often represent significant vulnerabilities.
Effective training programs should:
Focus on awareness: Teach employees to recognise phishing attempts, social engineering tactics, and other common threats.
Provide clear guidelines: Ensure everyone understands security policies, such as password management and data handling protocols.
Simulate real-world scenarios: Use phishing simulations and incident response exercises to reinforce learning.
Encourage a culture of accountability: Employees should feel empowered to report incidents without fear of retribution.
The Verizon 2023 Data Breach Investigations Report highlights that human error accounted for over 74% of breaches involving social engineering, underscoring the critical role of training in reducing risk.
Reactive Security Measures After a Breach
Another common scenario is when an organisation suffers a major data breach and scrambles to improve its security posture like it can turn back the clock.
Unfortunately, nothing motivates like a crisis, and in the aftermath of a breach, there's often a rush to plug gaps and implement security measures that, frankly, should have existed long before any data was compromised.
This kind of acceleration is reactive, and while it might provide short-term gains, it’s certainly not the most strategic way to approach information security.
Examples of Cybersecurity Measures That Build Customer Confidence
Building trust with customers involves implementing robust security measures and showcasing your commitment to protecting their data.
Some effective examples include:
Multi-factor authentication (MFA): Adding an extra layer of security for user access.
End-to-end encryption: Ensuring data remains protected in transit and at rest.
Regular vulnerability assessments: Proactively identifying and fixing security weaknesses.
Incident response plans: Demonstrating preparedness for potential breaches.
Compliance certifications: Achieving standards like ISO 27001 or SOC 2 to validate your security posture.
A study by PwC’s Global Digital Trust Insights Survey 2023 revealed that organisations implementing end-to-end encryption saw a 60% reduction in customer complaints related to data security.
Vertex Cyber Security shared a case study where a financial institution implementing ISO 27001 reduced security incidents by 35% and increased customer retention by 20%. This demonstrates the tangible benefits of adopting structured security frameworks.
Security for Investment Readiness
There's also the situation where an organisation is preparing for equity investment.
Part of an investor's due diligence involves a deep dive into the infrastructure and processes of the company they plan to invest in.
They want to know that the business is secure and its systems can scale as the company grows.
For investors, it’s about reducing risk—no one wants to invest in a company that could face huge setbacks from a preventable security incident.
Why ISO 27001?
Businesses want to accelerate their information security efforts for plenty of reasons. Whether it’s winning a key contract, recovering from a breach, or satisfying investor scrutiny, there’s often a sudden urgency to get security right. This is where ISO 27001 comes into play. It’s a solid framework that provides a clear model for organisations looking to enhance their security posture quickly. It’s a guidebook we can all read and implement but tailor to our needs—a shared language for discussing security.
Deloitte emphasises that ISO 27001 certification transforms cybersecurity from a defensive measure into a growth enabler, allowing organisations to meet regulatory requirements while demonstrating a proactive approach to managing risk.
While some organisations might not actually need full ISO 27001 certification, the standard itself provides a blueprint for good information security: policies, procedures, controls, and a culture of continual improvement.
Building Trust and Resilience
ISO 27001 offers the structure businesses need, whether aiming for certification or simply wanting to adopt the best practices it lays out.
It’s not a silver bullet, but it’s an excellent place to start if you must demonstrate to customers, partners, or investors that your organisation takes information security seriously.
Investing in a proper information security framework isn’t just about ticking boxes for others; it’s about making your organisation resilient, building trust, and positioning yourself as a reliable partner in an increasingly connected world.
If you're looking to accelerate your journey to ISO 27001, my ISO 27001 toolkit provides all the tools and templates you need to get started efficiently and effectively.
Case Study
I worked with an organisation that quickly wanted to get ISO 27001 for a customer contract, which they'd already won but hadn’t disclosed they weren’t certified. They likely assumed the customer would never ask for evidence, but ask they did. So, we had to mobilise quickly. In this situation, the only thing to do was to reach for a tried-and-tested plan and toolkit of documents. We knew we didn’t want to go down the UKAS-accredited certification route (this takes up to six months longer and requires far more evidence than some other non-UKAS auditors).
We mobilised immediately, creating the mandatory documents and then diving headlong into the Statement of Applicability (the ISO 27001 list of 93 controls to satisfy). It was an intense period, but because the organisation already had good security and adequate, if not incredibly mature, processes and documentation, it wasn’t too bad.
We had the ISO certificate within about eight weeks, but that is an extreme case.
About the Author
Alan Parker is an IT consultant and project manager who specialises in IT governance, process implementation, and project delivery. With over 30 years of experience in the industry, Alan believes that simplifying complex challenges and avoiding pitfalls are key to successful IT management. He has led various IT teams and projects across multiple organisations, continually honing his expertise in ITIL and PRINCE2 methodologies. Alan holds a degree in Information Systems and has been recognised for his ability to deliver reliable and effective IT solutions. He lives in Berkshire, UK, with his family.
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