Case Study · Heavy Machinery
Heavy Machinery OEM: Project Retained Through Client Decision-Maker Departure
A proactive handover summary and steady follow-up carried a multi-year program through the loss of the client's decision-maker and expanded the scope of inquiry.
Australia · 2025
200-piece target volume per model
1-year sample testing cycle
Project retained through transition
Scope expanded to new product categories
Background
A multi-year custom wire harness project for an Australian earthmoving equipment OEM faced major disruption when the client's primary Supply Chain Manager left the company.
The Challenge
The departure of the main decision-maker risked stalling the ongoing sample evaluation and bulk order process. The newly appointed successor needed time to absorb the extensive technical history and project status.
Our Solution
Our account manager proactively reached out to the new Supply Chain Manager with a comprehensive project handover summary. We then maintained consistent, non-intrusive follow-ups on the sample testing progress to keep the transition smooth.
The Result
We retained the project through the transition period. The new contact provided detailed engineering feedback on the samples and expanded the scope of inquiry to include additional product categories such as hour meters.
Program Specifications
| Target Volume | 200 pieces per model |
|---|---|
| Sample Cycle | 1-year testing |