I screwed the pooch & let procurement become the intermediary between me & the operations team. The gentleman in procurement fundamentally doesn't understand what his operations team is looking for, what we're offering, or anything in between. To boot, he's refusing to share any data (which we use to derive our value) unless "he decides they are going to sign with us".
Obviously, the goal isn't to end up in this situation but it happens. How do y'all navigate it? How do you keep him happy enough to get you back in front of operations? When do you go scorched earth & cut him out?