€10M Delivery Achieved

The Challenge

• Manufacturer’s high-value product was rejected several times by customer, despite it being tested before dispatch.
• The reason for the rejection was unclear.
• Stakeholders in Canada, France and Switzerland.

The intervention

• Active weekend telephone support for specialists following an on-site workshop, recommended planning the problem solving stage as a sub-project and getting agreement to the approach.

The Outcome

• The client agreed to the problem solving approach first, as a result of which the actual problem was identified: the receiving company did not want to share some of the test results because of intellectual property issues, but did not communicate this to the supplier.
• The systematic project approach was implemented to deliver a solution acceptable to both sides, so unblocking turnover valued over €10m.