Situation
An industrial exporter with a capable sales team and a steady meeting calendar. Conversations went well, then cooled. The proposal that should have followed each meeting arrived late, or not at all.
Constraint
No handoff discipline between meeting and proposal. No owner, no deadline and no standard for what a meeting must produce before it counts as done.
What we did
- Installed a handoff service level between meeting and offer.
- Structured the meeting-to-offer process with named owners and stage gates.
- Made the handoff measurable, so leadership can see where the chain slows.
Outcome
Meeting-to-offer rate up 60% against the prior baseline, from about 10% to about 16% across the full process.
Anonymised by sector · Client names withheld · These results reflect combined work