If your business produces or processes goods, chances are you’re on the lookout to win over customers. Everything we produce needs to be sold. But, if we have the capacity to produce more we should be actively seeking more customers. It’s more efficient for us to produce to capacity. And often we find the economies of scale can work in our favor when we do.
Finding customers or clients isn’t easy, though. There is often a long period of courting before we can win them over. They might want to come and see your production plant. Potential clients may also want to stipulate terms that can be challenging for you to implement. Often it comes down to your personal charm and winning pitch. But there are plenty of other things you can do to support your presentation.
Have a long hard look at what you’re doing right now. Do you have the potential to grow? If a big client wants more than your current capacity, are you able to provide that? Often, there are changes we can implement within our business to ensure continued growth. If you have a big order, are you able to increase your capacity? You could start by looking at your plant machinery.
It depends on your industry, but you may be able to upgrade things like your drag chain conveyor to increase output speed and reduce wastage. Apps and other computerized technologies can help your staff work more efficiently within their roles. Working online could also mean better collaboration between you and your clients.
Food production often suffers a lot of wastage. How can you show potential clients that this can be reduced or reused in some way? Other raw materials like wood and glass can be repurposed for other things. Many food manufacturers are trying to make the most of damaged products to reduce wastage. Where can you make your savings?
Clients usually want to know where you are planning to take the company over the next five years. Are you looking to expand into other regions or territories? Do you need to rent additional accommodation? How much extra skilled labor will you need to find? All these questions have answers that you can put down in your pitch or proposal. By showing that you have plans and resources for growth, any client should be happy to invest and work with you.
Of course, it’s not all about hard work. Clients are also keen to see the culture at your company. They want to know that your staff are happy and supportive of you and your ideas. Without their input, your client’s products may not be ready in time, or they may be poor quality. Any assurances your staff can give about their dedication to the firm is important.
All growing businesses hit obstacles and financial challenges to inhibit their investments. New clients can help overcome these problems. Some big businesses actively seek out companies like yours that they can nurture. All you need to do is show you’re keen and you’ve the resources to get started.
Photo by John Foust
Milo Senalle
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