Calls
Intro call
The first 20 minutes with somebody who has not decided whether we are worth a second meeting. Nine areas, in the order they are reached for. Nothing on this list is a claim we cannot back, and no rupee figure of ours is said out loud.
9 steps · about 20 minutes · Suvarna Agro Foods
Open on them, not on us. Thirty seconds proving the homework was done buys the other nineteen minutes.
Suvarna Agro Foods, agri-processing and packaged foods, ₹1,150 Cr of revenue. Researched 6 August 2026 from public filings and the calls so far.
The one or two numbers that show you understand the shape of the business rather than its logo.
₹713 Cr of direct material, ₹66 Cr of indirect and ₹53 Cr of freight. Revenue is theirs; the split is our estimate from sector structure, and saying so is the point.
What this person is measured on decides which of the nine areas is worth spending the call on.
Rohan Deshpande, Head of Procurement, owns Sourcing and RFQ, Contracts and rates, Vendor onboarding. Do not open with invoice processing. It sits with Finance, and leading there tells him the research was not about his function.
What they have already started. It is the difference between a cold pitch and joining something in motion.
An open role for a procurement systems analyst, posted twice since May and still open. Four of the six signals push towards now, and the two strongest are structural rather than moods: a budget holder nine months into the job, and an ERP decision that has to be made before 2027.
Where the money moves, without pricing anything. A category is a safe subject; a modelled saving is not.
Indirect at ₹66 Cr and freight at ₹53 Cr are where process rather than price decides the number. No figure of ours is worth saying out loud on a first call.
The scoping question, asked early and cheaply: what would anything we do have to live on.
SAP ECC 6.0, with 3 systems live. Anything we build goes on top of it, so there is no new ERP in this conversation.
Somebody already holds this estate. Say it before they do, or the call ends as a threat to a partner.
One partner runs the estate. Nothing we do replaces them: it lands as configuration and process inside what they already hold. 6 parts of the operation has nobody selling to it at all.
The only claim on an intro call that costs nothing to make, because it is about us and it is finished.
We have built something close to 7 of the 12 findings at another food or beverage client, worth ₹5.6 Cr where we did it.
Close on the hypothesis, phrased as a question. It is what earns the discovery call.
More than half of non-production buying happens outside agreed pricing, so Suvarna pays list price. Say it as "is that roughly true for you", not as a finding.
The success condition is another meeting, not a scope. If the last item lands as a question they answer, the call worked.