A furniture manufacturer’s banking industry customer recently had to prioritize furnishing offices in multiple locations over acquiring needed technology updates. The manufacturer initially approached us for a $1.5 million furniture project, but instead of just drawing up the paperwork, we first looked deeper.

We began by asking questions to get a better understanding of the customer’s needs. Once we discovered that the customer was delaying technology updates in favor of office furniture, we came up with a flexible, affordable alternative that allowed the customer to think bigger. With a budget doubled from $1.5 million to $3 million, the manufacturer’s customer was able to tackle furniture and technology update projects at the same time.

The furniture manufacturer not only got the sale but also built a stronger relationship with the customer by proposing a solution to a wider set of problems.