Problem Solving › Sales
La commessa record che satura la capacità per un anno · Sales · Beginner
A new foreign client offers you the largest order in your company's history: alone it is worth 70% of your production capacity for the next twelve months, at a 4% margin against your 11% average, with severe delay penalties and 90-day payment terms. Accepting means rationing deliveries to the ten long-standing clients who built you, just as your competitor is looking for openings, and taking on debt for working capital. Refusing means leaving on the table the reference that could open the foreign market, and watching the order go to that competitor, who with those volumes could lower costs and attack you on price. The board wants a recommendation, not a dilemma. What do you recommend?
Un nuovo cliente estero ti offre la commessa più grande della storia dell'azienda: da sola vale il 70% della tua capacità produttiva per i prossimi dodici mesi, a un margine del 4% contro il tuo 11% medio, con penali severe sui ritardi e pagamento a 90 giorni. Accettarla significa razionare le consegne ai dieci clienti storici che ti hanno costruito, proprio mentre il tuo concorrente cerca spazio, e indebitarti per il circolante. Rifiutarla significa lasciare sul tavolo la referenza che potrebbe aprirti il mercato estero e vedere la commessa andare a quel concorrente, che con quei volumi potrebbe abbassare i costi e attaccarti sul prezzo. Il CdA vuole una raccomandazione, non un dilemma. Cosa raccomandi?
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