Aligning a global buying group around a €1.5M agreement

The challenge

A global energy-technology company was evaluating an end-device solution for an international program. The opportunity involved business, technical, procurement and delivery stakeholders across different countries. Each group had different requirements, priorities and approval responsibilities.

Discovery had become fragmented. Important information was distributed across the buying group, while technical scope, commercial terms, procurement requirements and implementation responsibilities still needed to be aligned. Without a structured decision process, the engagement risked stalling between technical evaluation and commercial approval.

What Suti changed

Suti led the commercial process from discovery through negotiation and close. He:

• Identified the relevant business, technical and commercial stakeholders.
• Structured discovery across the wider buying group.
• Consolidated different requirements into one coherent opportunity.
• Connected the customer's business objectives with the proposed technical solution.
• Coordinated internal specialists to resolve technical and delivery questions.
• Shaped the proposal around the customer's priorities and decision criteria.
• Managed objections and competing stakeholder expectations.
• Worked through procurement, contractual and commercial negotiations.
• Maintained momentum until the remaining stakeholders were aligned.
• Coordinated the commercial handoff after the agreement was completed.

The opportunity moved from disconnected discussions to one clearer decision process with a defined scope, commercial structure and path to approval.

The outcome

A €1.5 million, three-year agreement was secured. The engagement brought an international stakeholder group around one commercial and technical decision.

Its total contract value was equivalent to 150% of the €1 million annual sales objective.

Why this matters

Large technical opportunities rarely stall because of one objection. They stall because decision-makers, technical specialists, procurement teams and delivery stakeholders are working with different expectations. This experience demonstrates Suti's ability to create clarity around a complicated opportunity, connect technical and commercial conversations and move a multi-party buying group toward a decision.

Suti's previous in-house experience, presented as relevant operating experience rather than a client result.