Case Study · Heavy Machinery
Earthmoving OEM: Keeping a Multi-Year Program Alive Through a Buyer Transition
A multi-year program for an Australian earthmoving OEM was disrupted when the client’s Supply Chain Manager left.
Australia2025
200-piece target per model
1-year sample testing cycle
Scope expanded post-transition
The Challenge
Losing the main decision-maker risked stalling the sample evaluation and bulk-order process while the successor came up to speed on the technical history.
Our Solution
Our account manager proactively reached out to the new Supply Chain Manager with a full project-handover summary and maintained consistent, non-intrusive follow-ups on sample testing.
The Result
Retained the project through the transition; the new contact gave detailed sample feedback and expanded the inquiry to additional product categories.
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