A multi-million-dollar IT contract never materializes overnight. It demands disciplined execution across every procurement phase, from the first RFI to the final ink on paper. This guide breaks down each stage through the lens of two decades closing complex deals across Latin America.
Category: Business
Content marketing works when you treat it as a system, not a lottery of posts. This playbook organizes the strategy into roots, trunk, and crown, so you can build growth that still pays you in five years.
The fear of public speaking rarely comes from weakness; it comes from vague preparation. This post splits that fear into six specific worries and pairs each one with a concrete fix, so your next presentation, bid defense, or executive review starts strong and lands clean.
Technology leaders face complex regulatory hurdles when bidding on enterprise contracts in Latin America. This guide explores strategies to align product roadmaps with local compliance mandates and win high-stakes deals involving LATAM data sovereignty RFx.
In high-stakes IT procurement, the initial price tag is merely the cost of entry. This guide explores how strategic leaders can negotiate SLAs and penalties that protect enterprise value, ensure regulatory compliance, and align vendor performance with actual business outcomes across complex markets.
Winning multi-million-dollar technology contracts requires more than just compliance; it demands a deep understanding of commercial-product synergy, risk mitigation, and regional nuances. This guide breaks down the anatomy of a winning enterprise RFP strategy from pre-bid intelligence to final defense.
A field-tested, plain-language guide to the GE-McKinsey nine-box matrix, from scoring the two axes honestly to turning the nine boxes into clear invest, hold, and exit decisions. Written for leaders who manage products, services, markets, or deal pipelines and want a portfolio tool that stays useful for years.
Ohmae’s 3Cs — company, customer and competitors — remain one of the clearest tests of whether a strategy actually exists. This post explains the triangle in plain language and shows how to use it in offers, RFx responses and LATAM deal strategy, today and five years from now.
A plain-language, evergreen guide to the tam sam som framework and the early evangelist layer that turns market maps into signed contracts. Written from more than twenty years of designing, selling and delivering technology across Latin America.
For most of my career, I learned to read those pressures by instinct, deal by deal, loss by loss.
Then I realized Michael Porter had already given us a disciplined way to see them in advance. His five forces model, first published in 1979, is still one of the most practical strategy tools ever created, not because it is sophisticated, but because it forces you to look beyond the competitors you can name and examine the entire structure of the market you fight in.