Subject: RE: Question

From: "Harold E. McKinney" <[email-masked]>
Date: Wed, 05 Jun 96 17:44:44 -0400

You asked:
How do you get across to a customer that a small forge can't
compete with a large business on forgings? Can this be done
without being a smart@$$ ?

You would have to be honest insofar as price is concerned; however you can also be completely truthful about the aspects of small business that will almost always outdo the large business, particularly service and responsiveness.  You may be able to deliver faster, correct problems faster, do job order work faster, meet with them quicker and perhaps outdo the large business on quality.   Like a good lawyer, don't dwell on your weaknesses, but talk your strong points.

Business is a matter of relationships; there's a lot more than price involved.  Modern purchasing managers are looking for vendors who will help them solve their problems and building relationships with high quality vendors.  In the end quality saves them money.

Think about it.
Mac