Choosing a marketing agency for a manufacturing company
What to ask a marketing agency before hiring them for a manufacturing business, and the signs they understand a long, technical B2B sales cycle.
4 min read
A manufacturing quotation is often compared side by side with two or three competitors' quotes by someone who is not the person you spoke to. A quotation that is unclear about lead time, minimum order quantity or how long the price is valid creates confusion that costs the deal, even at a competitive price.
The details that get compared line by line
- Unit price, MOQ and any price breaks at higher volumes.
- Lead time, stated as a range if it varies by season or order size.
- Validity period of the quoted price.
- Payment terms and Incoterms, if the buyer is overseas.
Presenting technical compliance clearly
If the RFQ specified standards or certifications, confirm compliance explicitly against each one rather than a general statement that 'all specifications are met'. A buyer checking off a compliance list will mark you down for an answer they have to interpret.
A quotation that is easy to compare against a competitor's is more likely to survive the comparison.
Formatting for internal forwarding
Quotations are often forwarded to a technical reviewer or a finance approver who was not on the original call. A one-page summary at the front, with full detail after, helps both audiences find what they need without a follow-up call just to clarify the document.
The takeaway
State lead time, MOQ and validity period on every quotation clearly — these three details decide as many deals as price does.
Written by Fibvo — Bengaluru and Erode, India — working with clients in other time zones. Questions, or think we have it wrong? Tell us.
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