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Mike, yes - many firms not only undervalue internal collaboration, they unwisely encourage siloing and internal competition. Meanwhile the customer watches and shakes her head wondering why.

There is a simpler way than figuring out the combination of over/under-promise and over/under deliver, what if suppliers and customers just make and keep promises?

Valeria, you are so right.

By working as a team with my project manager I could call and get an informed answer to a questions of current capacity.

That way I could manage expectations with clients and have solid answers. For example - "if we start your project now it will take 12 weeks. But if we wait a month, given demand, you can expect something like 24 weeks."

My experience of B2B sales that are complex and consultative by nature is that most firms undervalue teamwork and collaboration between sales and production.

That is one reason I have dedicated my work with White Rabbit to "connecting to dots" between sales, marketing and production.

Love this conversation!

Keep creating...conversations that connect,
Mike

Mike:

Your comment made me think about how the lone ranger can also be dangerous -- over promise and under deliver can be a problem in many B2B environments, especially in complex situations. I would be interested in any further thoughts on this.

Anyone want to pitch in?

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