Saturday, 9 March 2013

Ignoring the Life Ring!

As we tucked in to a Chinese takeaway the 'phone rang. We ignored it and allowed the answerphone to do it's job ...

... it was the EMEA Sales Executive wondering if I could take a call this evening with him and the Pricer. I returned the call and grudgingly agreed to have a call at eight thirty. At the appointed hour I dialled in to his conference bridge and we started to discuss this train wreck of a deal. He was concerned about the increase in price over our last presentation in December last year and I was forced to remind him of a few conveniently forgotten facts ...

... Basically this deal wasn't properly solutioned when HE first led it in 2009 and then last year there was some cavalier scrubbing of cost to make the price point dictated by the client. Now we are being asked to provide a firm price it has been necessary to re-insert those costs to ensure Delivery capability. Like all Salesmen he really doesn't want to  go in with a high price and I can actually understand his position but my job is to protect Delivery and the only way I can cut cost is to reduce scope and that aint yet happening.

A short way in to the call it was decided that we should get the Lead Sales Exec involved and so the call became Transatlantic in nature...

... After doing our very best to get the American Sales Exec up to speed* he realised that there was no way the Client would sign up to our new price when the current price was far more palatable and contractually committed until the back end of 2016. He repeatedly stated that he would like to cut out the EMEA part of the bid so that we could go away and put something together that was an attractive Business proposition.**

This was our Get out of Jail Card. This would stop the train on the very edge of the collapsed canyon bridge. Would our EMEA Sales Exec take this gracious offer ?

Oh No. The stupid dithering idiot still wants to go through reviews that will fail and result in a price that is around twelve million dollars higher than it is today, rather than taking a few weeks and doing the job properly as opposed to chucking it together in 4 days flat.
---
* A monumental task for he literally hasn't a clue about the EMEA Services or Solution
** i.e. Cheaper for them, Deliverable for us

No comments:

Post a Comment