|The Thought Board in Kunle's Office|
We had never had to devote so much time, so much effort, and so much money to any customer during the proposal process. I argued that this was a loss-leader, and if we won this project and succeeded in the delivery, MTN assured us that we would implement the solution in their other subsidiaries. This client was essential in our African growth strategy.
I wasn’t worried about executing the project. We mastered the technology. But what if we didn’t win? My real question should have been “What if we won?”
Next time, I will answer that.