When a prospect asks for a VPAT mid-cycle, the deal status changes. Procurement, security, and accessibility reviewers now expect a document that backs your accessibility claims. The right move is to acknowledge the request quickly, set a realistic timeline, and produce an Accessibility Conformance Report (ACR) grounded in an actual audit. Buying time with vague language tends to stall the deal. Stating a clear path forward keeps it moving.
An ACR is the completed document. The VPAT is the template behind it. Buyers almost always say VPAT when they mean ACR, and that distinction matters once your team starts drafting language for the accessibility table.
| Stage | What to Do |
|---|---|
| Initial request received | Confirm receipt within 24 hours. Ask which edition and WCAG version they need. |
| No current ACR | Commit to producing one through an accessibility audit. Share a timeline. |
| Existing ACR (outdated) | Share with caveats or refresh based on recent product changes. |
| Existing ACR (current) | Send immediately with a brief cover note. |
| Deal urgency high | Offer an interim accessibility statement while the ACR is in progress. |
Why Buyers Ask for a VPAT Mid-Cycle
The request usually comes from procurement, IT security, or an accessibility reviewer. Government buyers reference Section 508. European buyers reference EN 301 549. Large enterprises and universities often ask for the WCAG edition aligned with WCAG 2.1 AA or WCAG 2.2 AA. The trigger is the same: they need documentation before they can sign.
If your product has no ACR on file, the deal pauses until one exists. Sales teams that treat the VPAT request as a paperwork formality lose the deal. Treating it as a real procurement requirement keeps you in the running.
What Should You Send First?
Respond the same day. Acknowledge the request, ask which VPAT edition applies, and confirm the WCAG version they want documented. If you already have a current ACR, attach it. If your ACR is more than 12 months old or predates major product changes, say so and offer a refresh.
If you have no ACR, do not send a self-attested statement and call it a VPAT. Buyers can tell. State that an audit is in progress or will begin, and give a realistic delivery window.
Timeline Expectations During the Deal
An accessibility evaluation by a qualified third party typically takes a few weeks depending on scope. Producing the ACR after the evaluation takes a few additional days. Build the timeline into your sales conversation rather than promising a date you cannot meet.
For deals with hard procurement deadlines, two practical moves help. First, scope the audit tightly to the product surfaces the buyer cares about. Second, share an interim accessibility statement that describes your current posture and the active path to a complete ACR.
Independent ACRs Carry More Weight
Buyers increasingly prefer ACRs issued independently rather than self-completed. The reason is clear: a third-party auditor evaluated the product against WCAG and wrote the conformance language. That review carries more credibility in procurement, especially for government and enterprise deals.
Accessible.org produces ACRs through full audits, with conformance language tied to evaluated criteria. When the deal involves a sophisticated buyer, that document tends to clear review faster than a self-completed template.
The VPAT process is covered in more depth here.
What Not to Do
Do not fill in a blank VPAT template with optimistic language. Do not cite scan results as evidence of conformance. Scans flag approximately 25% of issues, which means a clean scan tells the buyer almost nothing about your actual WCAG posture. Do not claim full conformance without an audit backing it.
Buyers who read accessibility documentation regularly recognize hollow ACRs. A weak document damages trust more than no document at all.
Frequently Asked Questions
Can we win the deal without an ACR?
Sometimes, but rarely with government, education, healthcare, or large enterprise buyers. If the procurement team has formally requested a VPAT, the document is part of the contract review. Offering a credible timeline for delivery is usually the strongest move when no current ACR exists.
How quickly can we produce a new ACR?
A focused audit and ACR can typically be completed in a few weeks when the scope is well-defined. Tighter scopes move faster. Larger products with many user flows take longer. Working with an accessibility partner who has done this repeatedly is the fastest path.
Do we need a new ACR for every customer?
No. One current ACR covers most requests. You may need different VPAT editions if buyers reference different regulations, such as Section 508 versus EN 301 549, but the underlying evaluation work is shared. Update the ACR after significant product changes.
What if the buyer wants WCAG 2.2 AA and our ACR is on 2.1 AA?
Many buyers still accept 2.1 AA. If 2.2 AA is required, the audit can be extended to cover the additional criteria. The conversation with the buyer matters here: confirm what they actually need before committing to a re-audit.
VPAT requests do not have to slow a sales cycle. Acknowledge fast, scope the work clearly, and produce a document that holds up under review.
Learn more about VPAT and ACR services or Contact Accessible.org to start your ACR.
