11. Award Engagement Program Helps Win Two-Million-Dollar Contract

In 2008, Reid Hawkins was one of the top account executives with Environmental Support Solutions (ESS), a boutique environmental health and safety (EHS) software company. He faced a major challenge trying to win a contract to implement an enterprise-wide EHS software platform at PepsiCo, one of the world’s largest food and beverage conglomerates. Hawkins had successfully navigated his proposal through the early procurement stages. As the competition and deadlines escalated, he faced a pitched battle with SAP, the world’s leading provider of business software, to win the contract.

Regardless of their size and valuation, businesses are cautious about making major capital investments. ...

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