Today, I spoke with a vendor who had just won a government tender in Singapore.
He sounded excited at first.
Then his tone shifted.
They had discovered a long list of cybersecurity compliance requirements buried deep inside the contract. Extra firewalls. Network segregation. Log retention. MFA. Vulnerability testing. Independent assessment. None of it was included in their original price.
His words stuck with me:
“If I knew this earlier, I would have quoted a different number.”
He is not alone.
This happens more often than most people realise.
Winning the tender feels like the finish line.
But for many M&E and systems vendors, it is only the start of a slow and painful margin erosion.
How Vendors Fall Into the Trap
Most don’t miss cybersecurity because they don’t care.
They miss it because of three common misconceptions.
1. The Requirements Are Hidden
Cyber clauses are often placed in annexes or separate documents, not the main scope. Many don’t see them until it’s too late.
2. “The Main Contractor Will Handle It”
Many assume cybersecurity belongs to the IT vendor.
But the project scope often includes network, device and access requirements tied to your subsystem.
3. Realisation Happens During Kick-off
By the time the requirements surface, the contract is signed and pricing is locked.
At that point, there’s only one option: absorb the cost.
Where the Extra Money Goes
Government projects often follow frameworks such as IM8, GovTech or CSA standards.
IM8 Stands for Instruction Manual 8.
It is a Singapore government policy framework for IT systems and cybersecurity requirements.GovTech Stands for Government Technology Agency of Singapore.
It is the government body responsible for public sector technology, digital services and cybersecurity policies.CSA Stands for Cyber Security Agency of Singapore.
It oversees national cybersecurity strategy, standards, audits and regulations.
Common unexpected items include:
- Network firewalls
- OT and IT network segregation equipment
- Intrusion Detection System
- SIEM or log server for 12-month retention
- MFA for access control
- WSUS or secure patching setup
- Independent assessor or VAPT
Each line may look small.
Together, they can wipe out tens of thousands of dollars from your profit.
Some vendors even finish projects feeling like they worked for free.
The Real Risk
Missing compliance does not only affect cost.
It can also lead to:
- Project delays
- Failed acceptance tests
- Late payments
- Contract penalties
- Damaged reputation
In government projects, reputation sticks.
One failed project can follow a vendor for years.
How Successful Vendors Avoid This
The fix is simple when done early.
✓ Read the Tender Beyond the Technical Scope
Look for cyber clauses, annexes and referenced frameworks.
✓ Bring a Cyber Partner In Before You Submit
A specialist can confirm which requirements apply and help design a compliant setup without unnecessary hardware.
✓ Factor Compliance Costs Into Your Tender Price
Once awarded, changes are difficult and sometimes impossible.
✓ Build a Pre-Tender Cyber Checklist
When repeated, this becomes a predictable cost model rather than a surprise.
The Advantage of Doing It Right
When cybersecurity is planned from Day 1, you:
- Protect your margin
- Prevent last-minute panic and procurement
- Deliver on time
- Earn trust as a compliant vendor
- Stand out from competitors still treating cyber as “not my job”
In a market where tenders are tight and margins are shrinking, the ability to anticipate cybersecurity requirements is no longer a technical skill.
It is a business advantage.
