Situation
Lakeshore County is tax-exempt, needs a cooperative purchasing vehicle, and their procurement office rejected our standard order form twice.
Who I brought in, and why
| Function | Question I brought | What came back |
|---|---|---|
| Legal | Which of the county’s 11 redlines are real (public records, indemnity caps, governing law) vs. boilerplate we can accept? | 3 real, 8 accept. Turnaround: 2 days instead of a full review cycle. |
| Finance / Tax | Certificate on file? Billing entity correct? | Certificate needed before booking. I got it from the AE before the order form went out. |
| RevOps | Does the co-op contract vehicle change the booking type? | Yes: reseller-fulfilled. Changed the quote record so it didn’t bounce at booking. |
| Product | Does the FedRAMP Moderate boundary cover their use case? | Yes, with one module excluded. Removed it from the quote before the customer found it. |
Result
Third order form accepted. Booked clean the first time through order management.
The habit behind it
I go to each function with a specific question and a proposed answer. “Here’s what I think, tell me if I’m wrong” gets a reply in hours. “What should we do?” gets a reply in days.