This is part two of breaking down the magical moments that led to a $200,000,000, 10-year deal.

In part one, we talked about asking the right questions to uncover the right outcomes—shifting from chasing a low-bid win to securing a long-term strategic agreement.

Now for magical moment number two. During a review meeting, the client’s customer asked, “What happens if a 747 crashes into County Cork, Ireland, and wipes out your production facility?”

My client was the only one manufacturing overseas. If something happened, they’d be offline for six months. Three months were covered by inventory already in transit. To address the other three, we proposed a storage tank on the client’s property.

My client still owned the product until a telemetering system automatically triggered its release. No panic. No downtime. No lost profitability.

That built trust—but the real game changer? We created and trademarked the Minesite Services Program®. It wasn’t about changing the product specs. It was about delivering value-added services designed to improve the client’s operations and profitability.

Through quarterly on-site visits, we shared insights, reviewed data, and proactively solved problems. One day, an operator said, “Why don’t you have a man on site, like Caterpillar?”

That sparked innovation—predictive support, faster fixes, and supply chain upgrades like the telemetering system.

Then something big happened: the bid RFP was released, and it included a section called Minesite Services Program®.

The other vendors didn’t know what it meant—because we invented it. That gave their customer the perfect reason to pull the bid and move to a negotiated agreement.

This wasn’t about selling a product. It was about becoming a partner in their efficiency, in their success, and in their future.

As a top sales leadership consultant and keynote speaker, I often say: Velocity isn’t just speed—it’s speed in the right direction. And the right direction comes from asking better questions and responding with bold, innovative solutions.

That’s how you build trust.
That’s how you win long-term deals.
And that’s how you create velocity.

If you are ready to stop chasing short-term wins and start building long-term, high-value partnerships, let’s talk. I’ve helped leaders on six continents unlock breakthrough results by applying the Velocity Mindset®—and I can help you do the same. Schedule your free Velocity Mindset® call today and discover how to move faster in the right direction.

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