An industrial-products supplier
A maxed-out account with lots left to spend.
Situation
A comfortable $100K/year on a 10-year procurement relationship at a major auto manufacturer — treated as a ceiling.
We've had this account for a decade; it's tapped out.
Action
Built a buying map of the organization and aligned the business buyers with finance on a vendor-consolidation strategy.
Result
Closed 3× the original deal — with no discount.
1.
Client retention rate increased from 65% to 75%.
2.
Buying-map process resulted in $1M+ in uncovered opportunities.
3.
Insight
Two more procurement officers in the same account were each spending $100K+ with competitors — invisible from the seller's single relationship.
Real Deals, Real Outcomes
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![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
