A global manufacturer of infrastructure products was sued for millions of dollars by a customer over non-performance of a particular product which in turn jeopardized the viability of the customer’s multi-million dollar project. ChurchillTerry was providing management advisor services to the manufacturer at the time and was asked to serve as the lead negotiator for our client. ChurchillTerry was able to negotiate a settlement that required no cash payment to the manufacturer’s customer, simply replacing the non-performing items, and as part of the settlement, committed the customer to a long-term purchase agreement with the manufacturer, preserving the relationship and future revenues.
A regional manufacturing firm was getting limited traction in key distribution channels because of their premium product and large competitors fighting for space in those same channels. They hit upon the idea of creating a parent wholesale distribu...Previous Article