Winning Conflict Resolution

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.