The Spanish customer needs the third revision of the offer by tomorrow. The technical back office at headquarters is annoyed because projects for other customers are getting delayed. Unfortunately, this is not an isolated case. But first, the immediate problem needs to be solved.
As your man on site, I get to the bottom of the causes and keep an eye on the overall process: How does the sales and decision-making process work? How do the customer and sales team communicate with each other? What documents are being used? How is the local technical support at the customer site involved? What information is being passed on to headquarters? Are the employees in regular contact? Often, the solutions lie in unexpected areas.