About
Marcelo Passos
Founder of Right Steps Advisory. Twenty years leading packaging businesses that sell to the world's largest CPG companies.
Where I started
I began my career in CPG procurement, buying ingredients, packaging, and other categories under the 3G model, one of the most demanding procurement systems in the world. I learned how a sophisticated buyer prepares, what it measures, and where it looks for value in a supplier relationship.
Twenty years on the other side of the table
Then I crossed the table. Across seven packaging companies, I served as General Manager, VP of Sales and Sales Operations, Division President, and CEO, always with responsibility for the P&L. The customer relationships ranged from a few hundred thousand dollars to more than $20 million a year, and the top ten customers often carried 70 to 80 percent of revenue. About three quarters of that business was in the US, and the rest was in Mexico, Brazil, and Western Europe. The tools behind STEPS were built in those seats, under real pressure, one renewal at a time.
Companies included Plastipak, Geami, Berry (now Amcor), Jindal Films, Graham Packaging, Greenbridge, and Viskase.
Why I started Right Steps Advisory
The problem I kept seeing was not a lack of effort. Capable commercial teams were working against buyers with better data, better preparation, and a clearer view of the relationship's economics. Most suppliers do not have a clear number for what an account really costs to serve, or for what it would cost the customer to leave. Right Steps Advisory exists to close that gap, account by account, and to leave the capability inside your team. I work from Fayetteville, Georgia, with suppliers across the United States.
What to expect
Right Steps Advisory is new as a practice, and I will not claim results I cannot name and date. What I bring is the method, built from twenty years of doing this work inside packaging companies, and the procurement playbook from the other side of the table. The practice is new. The work behind it is not.
Start with a conversation.
A short note is enough. I will reply within two business days to set up a call.
© 2026 Right Steps Advisory | Fayetteville, Georgia | contact@rightstepsadvisory.com
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