You are a company which specialises in providing engineered solutions. Typically you will have a portfolio of existing product designs. You specialise in a particular technology and your business will have an existing customer base.
But you want to grow your sales and margins and this is where Bill can help you achieve your targets. Bill is very experienced in successfully managing engineered products to market – an iterative journey from initial client meeting through product development to production.
Bringing engineered products to market is a complicated process in fulfilling complex requirements. Yet if managed correctly offers your business a strong competitive position with high customer retention. It is an iterative process requiring an exacting specification to be agreed with your client, a detailed programme of engineering work to be undertaken, changes to the specification to be agreed with your client, continual internal liaison with your manufacturing team, supply chain and your QA department.
Bill advises patience, perseverance and tenacity.
Bringing engineered products to market can be a ‘long game’. Getting a qualified prototype to your client is a major hurdle. Depending upon your client relationship and how astute you have been in your contractual negotiations you may still be up against a competitor, but you may not know it. You can now be faced with a wait whilst your client undertakes their own programme of testing and in Bill’s experience this can take months or even years.
You have by this final stage gone through a massive investment in time and resources and you do not want to lose the business now through a lack of understanding of your client’s tender assessment methodology, particularly if your client is in the public sector and their process is open to scrutiny.
Specification, price, delivery lead-time and quality certification may for example carry lower weightings in their marking of your tender than other criteria such as risk mitigation factors, whole life costs (including disposal) and environmental impact.
The difference between winning or losing a tender is often
- how well you respond to the requirements of your client’s contract
- the knowledge and understanding that you have developed of the client and their business
- your attention to detail
Ask Bill to help you.