An industrial-services firm
A confident win, on only one person’s word
Situation
An $800K deal — 5× the group's largest ever — was “closing this month” on the word of a single plant manager. No legal, no procurement involved.
I know these guys well; Procurement was never involved on our past deals.
Action
Asked why legal and procurement weren't engaged, then surfaced the buyer's own purchasing rules and brought procurement in before it was too late — aligned to the business buyer.
Result
Procurement aligned with the business buyer, full RFP avoided, deal de-risked.
1.
Procurement relationship de-risked future pipeline.
2.
Average time to close future deals was reduced.
3.
Insight
Deals over $500K triggered a mandatory procurement process nobody had started — a landmine one step from a forced RFP.
Real Deals, Real Outcomes
-
![Close-up of a moulding machine forming clear plastic bottle preforms on a factory production line.]()
Plastics manufacturer
The month that was on track — until day 26
-
![Abstract globe at night criss-crossed by glowing magenta and blue network lines linking cities across Europe.]()
Global fintech
The deal that felt safe, wasn't
-
![Aerial view of an industrial refinery complex — storage tanks, processing towers and smokestacks beside a waterway.]()
Industrial services firm
A confident win, on one person's word
-
![A researcher in a white lab coat studying data on a large illuminated touchscreen table in a dark control room.]()
Compliance software vendor
A clean, simple deal — and a single point of failure
-
![A tanker truck parked under a loading canopy at a fuel and lubricants terminal, storage tanks behind.]()
Industrial-products supplier
A maxed-out account that wasn’t
-
![A man presenting a revenue and forecast dashboard on a wall screen to colleagues around a boardroom table.]()
Decision-analytics vendor
When you find the real driver, price stops being the conversation
