The brief was on paper a simple one; to generate new customers from within the Aerospace and Medical Equipment Manufacturing sector.
Creating a list of the target companies and making contact with the key decision makers, identifying any problem parts, new designs, and prototype components was the focus of the calls.The calls avoided any discussion about prices, instead paying attention to the technical skills, quality assurances and reputation of the client.
On many occasions the prospective customers didn't need to have a face to face meeting, they were able to start the dialogue by sending CAD drawings and specifications.
Appointments were not made for general introductions, only where there was a component or problem to discuss.