Please enable JavaScript.
Coggle requires JavaScript to display documents.
Judgement Call (Learning (We were able to build trust, by demonstrating…
Judgement Call
Learning
-
-
-
-
We were able to build trust, by demonstrating customer focus, through our presence, transparency and pro-activeness
-
-
-
An earlier heads-up would have helped me a lot to connect with them at business level and feel more confident during discussions
On a lighter note learnt that ties are not well accepted in IT companies in US at least even during business meetings :)
-
Context
-
Got a call from our Sr VP that there was a big opportunity that needed someone to go US (Washington DC) within 3 nights
-
-
The domain however was very new to me, so it was a big gamble
This was in Feb 2018 - I am Cybage which is offshore software services company working out of Gandhinagar
How I got to a decision
-
-
-
I was going there as someone to understand their current systems, and give them confidence
-
-
Result
We prepared a detailed transition plan for our prospect using the daily notes I was sharing and meetings with the pre-sales team
After my visit, their VP of engineering visited our headquarters in Pune to learn more about our company
We then finally got a sing-off on the deal which was of over 100 engineers to be added in phases over a course of 6 months
Gave a reverse knowledge sharing session on the last day to share what I learnt during the week to the client's management team
-
Goal
Cybage needed somone to go onsite, connect with the client
-
-
-
-
-
-
The client wanted to change the current offshore software service provider - the team was over 100 members strong
The were speaking to different companies but nobody had met the client and spent time in the office yet
Being the 1st software service vendor to spend time in the client office was going to give us a big advantage provided we made the right moves
-