The Award is Step 1—Success is everything After

Written By David Foster

Winning the business is one thing. Delivering on it—especially across regions—is another.

We worked with an Asia-based automation integrator that had won new programs in North America. The capability was there—but executing without a local presence created challenges.

Time zones, communication gaps, and customer expectations can slow things down quickly. So we stayed involved after the award to help keep things moving.

The challenges:

  • Time zone and communication barriers

  • Limited local program support

  • Customer concerns around offshore execution

What we focused on:

  • Acting as a local communication bridge → faster, clearer updates

  • Coordinating installation and issue resolution → fewer delays

  • Closing time zone gaps → more consistent execution

  • Supporting logistics and customs → smoother delivery and startup

  • Building customer confidence → successful program launch

A lot of focus goes into winning new business. But long-term success usually comes down to what happens after the award—especially in global programs.

Learn more about our post-award support services.

David Foster
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