This two-part paper [PDF] focuses on the challenges facing CEOs of electronics manufacturing services (EMS) and electronics original design manufacturing (ODM) firms when marketing and selling services. The issues and challenges identified and solutions suggested, are from years of experience working in and with EMS and ODM firms plus, candid discussion with hundreds of electronics OEM decision makers that continues today.
These discussions take place at all phases of the OEM-provider relationship and range from feedback on the EMS and ODM RFP/RFQ process, to working with manufacturing reps, disclosure vs. discovery during provider due diligence, quality of provider support post-signing of agreements, and general business dialogue, to name a few.
Download Part I [PDF]
Reading for EMS manufacturing reps, business development professionals and sales enablement.
Objectivity and The Electronics Manufacturing Rep
Article written by Mark Zetter to help contract EMS CEOs, EMS manufacturing representatives and sales professionals see how their services might be perceived by OEM prospects and customers.
eMarketing Strategies for the Complex Sale
Well-researched insight for B2B marketers and sales professionals about market positioning and differentiation including, ways to drive sales conversions.
Blue Ocean Strategy
Ways for companies to seek strategies that can set them apart from the competition, based on a study of 150 strategic moves (spanning more than 100 years across 30 industries).
How to Write Sales Emails That Are Impossible to Ignore
If you want to invest time reading only one resource on this list, we suggest you read this gem of an article.
EMS manufacturing business opportunity lead scoring is of no use if you have bad leads.
— VentureOutsource.com (@VentureO) April 11, 2017
Two-thirds of sales reps do not make their numbers. – Aberdeen
— VentureOutsource.com (@VentureO) April 11, 2017
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