I started this career shoveling catalyst out of reactors.

Since then: reactor entry technician, sales specialist, general manager, director, VP, chief commercial officer. Catalyst handling to pigging and a dozen service lines in between, across refining, petrochemical, LNG, mining, and new construction, in the US, Canada, and Asia Pacific. I have sold the work, managed it, scaled it, and done it from inside the vessel.

When a number gets missed, everyone reviews the pipeline. Almost nobody asks what never made it into the pipeline in the first place.

I call it reach: covering the entire market, in every market you can touch. You cannot target an opportunity you cannot see.

Most reporting compares revenue to budget. Budget is a number someone negotiated. The more useful comparison is revenue to potential: what the sites in a territory actually spend, whether or not anyone called on them.

That is a data problem. Get the identity right and the questions get easy: who covers this site, what did they spend, and where are we not showing up.

A system cannot tell you what matters in your business. It can make sure you are looking at all of it.

That is what Blue Halyard Group does.