What an engagement looks like.
The person on the other side of the table
A pricing question the sell side could not answer. We sourced the people who had negotiated the increase — two former regional sales directors, and a buyer who refused it.
The call that had to clear compliance first
A regulated sector, a restricted list, and a short window. Screening removed most of the shortlist before the client saw it, and the record travelled with the booking.
A direction, not a snapshot
The question was whether sentiment had moved, not where it sat. Repeat waves against a fixed panel shape over a quarter, with the verbatims kept intact beside the read.
The customers who had already left
Renewal rates were falling and the account team had one explanation for it. We put the client in front of the renewals desk, and three buyers who chose not to renew.
A diligence window that would not move
Two weeks to form a view on an asset's permitting risk. Former operators from both sides of the same jurisdiction, booked inside the window, terms signed before the first call.
How the channel talks when the vendor is not there
A question about distributor loyalty no survey was going to answer. Conversations with the people who place the orders, run on a repeating cycle so the direction stayed visible.
Bring one question you have not been able to answer.
- You speak to whoever will run your sourcing, not a salesperson.
- Twenty minutes. Longer only if the question needs it.
- You leave with a scope, a sourcing plan and a timeline in writing.