1. Pipeline, RFQ intake & quoting
An inaccurate or poorly researched quote can lead to lost revenue or margin erosion once production begins. The Request for Quotation process is a critical first step evaluating the commercial viability of every project we onboard.
This chapter outlines the structured mechanics of the RFQ pipeline. We cover the intake guidelines for engineering data packs, the methodology for generating accurate Bill of Materials (BOM) costings, and the calculation of initial setup fees to help ensure a mutually beneficial and profitable engagement.
- 1.1 Commercial qualification
Manufacturing capacity and engineering time are valuable, finite resources. Time spent detailing quotes for incompatible projects reduces the attention available for viable partnerships. The Commercial Qualification process functions as a vital filte...
- 1.2 RFQ intake checklist & golden data pack
Manufacturing speed relies on data integrity. An incomplete or ambiguous RFQ package halts the New Product Introduction (NPI) process immediately. We do not guess component values or orientations; we build precisely to the "Golden Data Pack." This da...
- 1.3 Quotation model: cost structure & assumptions
A quotation is essentially a simulation of the entire production run. If the pricing model overlooks factors like material attrition, setup time, or component minimums, the factory's margin can be eroded before the first board is even assembled. Sinc...
- 1.4 Deal desk: quote approval & margin guardrails
Revenue does not equal profit. The Deal Desk exists to filter out "toxic revenue"—projects that consume capacity without generating sufficient yield or cash flow. This workflow forces a conscious decision: we either maintain margin discipline or we d...
- 1.5 Contract review & commercial controls
A signed contract is primarily a liability container. Discrepancies between legal terms and operational reality cause immediate financial leakage. Contract reviews exist to precisely define the moment risk transfers from the factory to the customer....
- 1.6 Sales → project handoff package
A signed PO carries little value until Operations can definitively execute it. The Sales to Project Management (Project Manager) handoff serves as a formal Quality Gate. The Sales cycle extends beyond the signature, officially concluding only when th...