Industrial Client and Business Development activity is centered around people you can trust.
The first business development question you need to ask yourself about a potential new client or business relationship is if you can trust them. Trust them to do what they say. Trust them to take you calls. Trust them to champion your relationship with the account. In exchange, you have to act in their best interest. If you want to grow your company, you need to build on your people and the successful work you have done. Everything can lead to another thing, and it’s the best business marketers that uncover those opportunities and nurtures their associates to fill those new needs.
Industrial Marketing Planning is Based on Research.
What markets are growing, what markets are shrinking? What people skills to you have to move into different markets. But that’s the research part of the problem. Once you have the research, you need to go after the market.
Marketing planning will match your employee’s talents to the emerging markets you have identified. Client and business development will manage the budding client relationships. Proposals will get you the work. Promotional activity will help your first successful project in the new industry be known. Professional management will put into place the tools needed to rinse and repeat.
Industrial Marketing is Real People & Real Relationships making Reality. You’re not selling lip stick.
The Certified Professional Services Marketer exam will make you an excellent resource for your company and your career. It brings together a rock solid methods for understanding your company’s strengths and getting new work in new industries. It’s not hard to continue to get work similar to your current expertise. All you need to do is very high quality work, on time and on budget.
It’s much more difficult to enter new markets that you don’t have experience in and no body knows you. The CPSM Domains of practice show you how you start with your people and their talents and grow from there. The case study uses a firm that has designed schools and illustrates how they used industrial marketing research to successfully grew into a similar building type, high end retirement homes.
Top 10 Findings Engineers’ preferred content types are datasheets, case studies, and product/how-to videos. Engineers value online content sources most, primarily vendor websites and search engines. Nearly 50 percent of engineers subscribe to two to three e-newsletters. Over 90 percent…
More Questions and Answers from POWDER BULK ENGINEERING
Q: Industrial equipment manufacturers offer several metal material options for equipment construction metal materials. What are the differences in metals? What’s the difference between Type 304 and Type 316 stainless steel, and what differentiates L-grade stainless steel?
A: Paul Deegan, Vortex, says:
The most common metals offered are AISI Type 304 and Type 316 stainless steel and AISI 1008/1010 or ASTM A36, which is typically referred to as carbon steel. These metals are used to construct the “wetted” parts in a piece of equipment — that is, those parts which come in contact with the conveyed material in a manufacturing process. Alternatively, the frame or structure in a piece of equipment is usually made from either aluminum or carbon steel because they offer weight advantages, cost savings, or both.
An ace salesperson can sometimes sell you some good life lessons.
We all have to do some selling in our lives, even if we don’t have to meet monthly sales budgets. In many business situations, we sometimes have to “sell” our own credibility and competence. In new social situations, we may have to sell our potential as an enjoyable companion.
The last case study activity gives an excellent overview of the entire process for studying for the exam.
I’ve been studying for the Certified Proffessional Services Marketer exam ever since I joined SMPS in 2004. I wanted to grow the agency in the building industry and on the advice of Pete Strange, the president of Messer Construction, I joined SMPS. He said it was the best way to get into marketing into the AEC space.
I joined and was accepted quickly into the group by a great bunch of marketers for local architectural, construction and engineering companies. Served on the board under Alison Tepe Guy and Jason Ulmenstine for a few terms. It was going well, and I was learning a lot until the market crashed in 2008. Nearly 50 percent of the professionals in the industry were out of a job.
I put studying for the exam on the back burner in lew of passing the U.S. Green Building Council Leadership in Energy and Environmental Design Accredited Professional exam and getting my office awarded LEED Platinum in 2011.
This type of marketing is much more closely aligned with the type of industrial marketing Lohre & Associates has been doing my entire 40-year career; large, expensive mining, chemical, electrical and mechanical machinery. Selling the design and construction of a building is very similar.
After several failed attempts to properly study for the exam, this year the local chapter, led by Melissa Lutz of Champlin Architecture, developed a study group and incentives to pass the exam by the end of the year. It’s crunch time and I’m working hard to re-read and absorb all the materials to pass the exam. The building industry has finally recovered and there are excellent opportunities to do more work in this industry.
The exam is broken up into six different domains: Marketing Research, Marketing Planning, Client & Business Development, Proposals, Promotional Activity, and Management. It was after the last page of the last book that the whole field came into focus for me. I’m going to use that case study as a jumping off point to write about the entire Markendium as SMPS calls it and hopefully hard wire the knowledge in my brain to pass the exam.
The epiphany came when I realized that all of industrial marketing comes down to people. Marketers are the ones that research other people, plan to reach other people, learn to engage with other people, make proposals for people, plan activities and manage people.
Everything about industrial marketing revolves around this simple case study that follows the path of a successful young college graduate that gets recognized and becomes a leader. That’s what I want to do. Just goes to show you are never too old, 64, to learn something.
The fundamental transmission of mechanical power hasn’t changed in several hundred years. “Coupled to most rotary electric motors is either a chain-sprocket drive, a belt-pulley drive, or a gear drive,” said Brian Dengel, general manager of KHK USA. “Each has its advantages and disadvantages, but none of them have become obsolete,” he added. Nevertheless, gear design has seen the recent rise of custom gearing; a trend towards manufacturing for better gearboxes and servogear sets; and industry migration towards helical gearing and other efficient choices.
Featured Image (above) from Technical article in Forging Magazine Good Technical Articles are Often More Valuable than Ads We hear a lot about content marketing and social media (and we believe in it), but in the industrial marketing and industrial…
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