A plastics manufacturer
The month that was on track — until day 26
Situation
A pipeline weighted to close the month at 100% of target watched more than half its opportunities slip into the next month — on day 26, with almost no warning.
We’re going to hit our target — right up until the last week. Then it became the customer’s ‘fault’ that the deal slipped.
Action
A win/loss analysis of the prior month exposed the patterns behind the slipped deals. The same framework was applied to every open opportunity — surfacing the gaps early enough to fix, not explain away.
Result
A forecast within 5% of actual from day one — and the goal hit.
1.
Increased Board confidence in team with reliable revenue forecasts.
2.
Improved sales team consistent quote attainment.
3.
Insight
The forecast was built on weighting and seller optimism, not buyer behaviour. Deals booked as ‘committed’ had no verified close plan — so they slipped the moment a buyer’s priority moved.
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
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![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
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![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
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![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
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![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
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![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
