Huron (US – Consulting)
Underdog Wins the Deal. And Comes Back for More
The Shift
They were up against the biggest consulting firms in the world.
Huron faced a high-stakes opportunity, one that could redefine their competitive standing. The only problem? They were the underdog. Winning meant outperforming the industry’s most elite firms in a live, high-pressure pitch. No room for error. No second chances.
Practice > Feedback > Contract
Sales Engine joined forces with Huron’s finalist team and went all in. We put our fees at risk, then built a coaching plan around repetition, feedback, and pressure, mirroring what they would face in the room.
Over several months, we worked side by side with the team, drilling messaging, delivery, clarity, and composure. We weren’t polishing slides—we were developing performance.
When it was time to present, they walked in prepared, confident, and unshakable…a walked out a Winner!
The Full Story
“Four years ago, we put our fees at risk to coach the Huron team as they endeavored to win a game-changing deal for the company.
We were asked to coach and consult to their finals team…the team who would be going up against the largest consulting firms in the world.
Over several intense months, we put the team through a cycle of practice and feedback, practice and feedback. Then they walked in as the underdog and walked out with the contract.
We’ve been together ever since, and in fact we are in the middle of another [deal] that’s twice the size and hoping for the win!”
Their Transformation
- Won a high-stakes, competitive deal against global consulting giants
- Built a finalist team performance discipline that emphasized poise under pressure
- Reinforced team messaging and delivery through repeated cycles of coaching
- Established long-term trust—Sales Engine remains a partner years later
- Now pursuing a deal twice the size with the same winning process
"Proof that preparation beats pedigree"
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