When every region sells its own version of the company, a global buyer meets several firms.
When sales teams tell a different story in every country, each region has adapted the pitch to its own market until the versions no longer match. A global account meets one company in Frankfurt, another in New York and a third in Singapore, and its procurement team is left to work out which one it is buying.
It usually surfaces during a global deal or an acquisition, when head office tries to put one proposal in front of one buyer and finds that each region describes the offer and the proof in its own terms.
Dan Ilett leads The Proposition and chairs the City CIO Club, an invitation-only peer network for senior technology leaders in the City of London. He was commercial transformation director at a FTSE technology business and, as a journalist, wrote for the Financial Times and the Daily Telegraph. The Proposition works with B2B companies in the UK, Europe, the US, the Middle East and Asia Pacific from its base in London, and customer interviews are held wherever your buyers are. If this reads like your business, start with a conversation about what is happening in your pipeline. You can book a meeting directly or use the contact page and Dan will come back to you.
Tell us what you sell, who you sell it to and what is coming up. We will come back within a working day.
You can also book a meeting directly or email hello@theproposition.co.