Since 2009 I have worked the commercial side of enterprise technology from three seats: financial services (UBS), software (Salesforce), IT services (DXC Technology).
Whichever side of the contract I sat on, the margin came down to what it said and what happened next.
Debate helped pay for college. It also taught me how to hold a whole case together when every piece of it belongs to someone else.
Commercial strategy sits between teams who are each measured on something different. I take each problem apart until every piece has an owner and a decision, then put one set of facts in front of all of them. Bringing people to the right call is as much the job as finding it.