Production Machining - Your access to the precision machining industrial buyer.
Issue link: https://pm.epubxp.com/i/105154
10. Be careful how you play the boss card. Our owner knows these guys' boss really well. How should we use this relationship to get this business? Be careful. Name dropping can hurt you more than help you. Instead, use the relationship to learn more about the program, the internal politics, the selection process, the decision makers, the infuencers, the customer's concerns and hot buttons. Also, be careful not to abuse the relationship or put pressure on anyone. 11. As always, take this advice with a grain of salt and keep things in perspective. Not every RFQ you respond to warrants this kind of detail and homework. But in my experience, it seems most industrial companies get at least three to fve "big" opportunities a year that could and should be handled diferently than the more routine RFQ. Keep these ten points in mind and you'll defnitely improve your batting average on "big" jobs. CONTRIBUTOR John R. Wirtz is president of Pinpointe Marketing, LLC, an Ohio-based sales and marketing frm specializing in the turned parts and engineered industrial products industries. He can be reached at 440-506-8963. Grinding Fluid Filtration Diamond & CBN Wheel Truer • • • • • • Grinding Wheel and Tool Balancers Wheel Truing and Dressing Machines Grinding Fluid Filtration Systems Carbide Rod Cut-Off Machines Drill and Tool Grinders PCD Tool Grinders Wheel Balancer (800) 929-3070 • www.rushmachinery.com • Rushville, NY IBAG Micro Line Means More! ■ More compact models to fit more machines ■ More tool accuracy-less than 1 micron TIR ■ More applications-turrett mounted spindles ■ More user-friendly-easier to install ■ More cycle time savings for faster ROI IBAG Micro Line high speed spindles for Swiss machining. We have the size you need-16, 19, 20, 22, 25 and 33 mm diameter spindles. Spindle speeds to 120,00 RPM. Power to 390 watts. ROI from the start. www.ibagnorthamerica.com Tel 203-407-0397 Fax. 203-407-0516 e-mail: sales@ibagna.com productionmachining.com :: 23