The pharma division of a global packaging manufacturer had a high value sales opportunity that was stalling. The company hired Kvadrant Consulting to help the accelerate the deal. We sat down with the deal team and:

• Defined our deal strategy, approach, and key messaging
• Mapped the actions that we could take to progress the deal
• Coached the deal team on how to engage the customer and get access to the power sponsor

Based on this outset we identified a “value discovery workshop” as a crucial next step for the deal. Through this workshop, our client could explore the potential value of choosing their solutions versus the current one. We supported the client on development of outreach messages, workshop agenda, the draft business case and follow up procedures.

The workshop went very well and opened the customer’s eyes to the potential value of adopting our client’s solution. The outcome of the workshop was a co-developed business case which we used as a backbone in a wider co-developed pitch presentation. This presentation was later used to engage the group of senior stakeholders within our client’s customer’s organization that also needed to be convinced.

As of now, the opportunities has progressed significantly and the project has now entered the final stages of scientific validation and detailing of the internal business case that needs approval by the investment committee. Our client has estimated the deal to be of several million dollars in value.

Further on, the project has already spawned another opportunity, as our client’s customer is looking for packaging partners for an important product launch in 2025. A project which our client is now invited to be part of.