Revenue & Commercial
The Undercut
Kavita has an MVNO quote 30% below yours. She needs the saving and remembers the night card payments died in 300 stores.
- You
- Enterprise Account Manager
- Across the table
- Kavita Krishnan, Head of Procurement, StrideWorks Retail
He speaks first.
I'll be straightforward, because you've always been straightforward with me. Their coverage checks out. Our IT ran the pilot SIMs for a month, no complaints. The commercial terms are signed-off ready. And my board has given me a savings number this year that this contract alone gets me a third of the way to. They're thirty percent cheaper. Give me one reason not to switch.
The brief comes after you sign in.
The situation
She remembers the Saturday the fibre died.
Kavita Krishnan runs procurement. An MVNO has quoted 30 percent under you. She needs the saving. She also remembers the festive Saturday when card payments died in 300 stores.
You are the enterprise account manager. The cheaper quote is in her folder. The outage is in her memory.
- A competitor is 30 percent cheaper on paper.
- She has a saving she is expected to show.
- Your firm already failed her on a night that mattered.
The session
About twenty minutes.
You sign in with your email, read the brief, and have the conversation. A short reflection comes first. Then the coaching debrief, on what you did. The transcript stays with the session. You do not see a score.
- Email sign-in
- Coaching debrief
- Up to 22 turns
Before you start
What people ask.
Who am I in this conversation?
You're the Enterprise Account Manager on her renewal. Kavita Krishnan heads procurement for the retail chain. You get the full brief after you sign in.
Do I need telecom experience to practise this?
No. The brief has the competitor quote and the outage history. You're practising retention when price is real and so is the scar tissue.
What do I leave with?
A transcript of what you actually said, and a coaching debrief on what it cost you. You answer a short reflection before that debrief appears. You do not see a score.
Can a team run the same scenario?
Yes. Each person gets their own conversation. A pilot is how a cohort starts: same brief, separate transcripts, one place for the programme lead to read them.
Beside this one