CO demonstrable com
demonstrable commitment to del vering excellent products, there’s another
tment to delivering
excel ent products, there’s another important aspect you’ll need to consider: how easy w ll it be for you to interface th the company? This may appear a consideration, but i
not.
frustrating to find that w en you call your CEM the phone constantly goes to voicemail, your emails are not
em ls a
portant aspect you’ need to consider: how easy will it be for you to interface with the company? This may appear a tritrivial consideration, but it’s not. It’s very frustrating to find that when you call your CEM the phone constantly goes to voicem il, y
acknowledged and that, when you final do manage to speak to someone, they know very little about your project”, he adds. “To guard against this, a good CEM will provide you with your own dedicated unt
acknowledged and that, when you finally do m nage to speak to someone, they knowvery l tle about your proj
account manager who wi not onl act as an easian easily accessible point of contact, but will a so invest tim and effort in learning about your products and any specific req rem your proj
“To guard against this, a good CEM provide you with your own dedicated ac
ll also invest time ojects i
nager who will not only act as accessible point of contact, but effort in
earning about your products and any specific requirements. They will monitorto your projects in real-time and keep up to date with the status of your products as they progress through the m nufacturing
s. T ey w ll m real-ti
“Responsiveness i process.
and keep up to
date w th the status of your products as they progress through the manufacturing process.
“Responsiveness is a key part of the account manager’s role – you are entitled to expect that al of your ons wi be f
a key part of the
account m nager’s role – you are entitled to expect that all of your uni
that yo req ests w ll b co
communications will be followed up, and that your requests will be confiirmed back to you to ensure that they've been cor ectly and f wa
owed up, and rm
to you to ensure that they've been correctly and fully understood’, Dawson warns.
y under tood’ Dawson
“In fact, i the very best of CEMs, your account m nager i actual
“In fact, in the very best of CEMs, your account manager is actually a lot more than a convenient point of contact. She or he i also a gateway to the company’ exper
a l t m re
than a convenient point of contact. She or he is also a gateway to the company’s expertise, which good CEMS will place at your disposal simply because proactivity is part of their company culture. They ok at your project and provide
whi your disposal si
good CEM wi place at because proactivity
part of their company culture. They wiwill look at your project and provide invaluable feedback on areas where you ay be able to i
valuable feedback on areas w ere you may be able to improve
prove
yields and reducing costs. In short, they wiwill do much more than simply “what’s
mp
manufacturability, therefore increasing yields and reducing costs. In short, they mu mo
tura ility, therefo e increasin ck “Ask, how does your CEM deal with
design changes, component shortages or unexpected alterations in order
quantities, whether these are increases or decreases?”
oject”, he adds.
necessary”, he advises. flexibility
necessary”, he advises. “T
“The flexibility of the CEM you're the C yo re very
considering is another factor to take into account, Dawson points out. “Even withi the most well organised projects, things sometisometimes go wrong and late changes may be necessary. It’s a good idea to ask the CEM what processes they have in place to handle situations like this. How do they deal with design changes, component shortages or unexpected alterations i
ojects, thi gs ay be necessary. the CEM
es go wrong and l te changes a good i ea to ask
at processes they have i
place to handle situations l ke this. How do they deal with design changes, component shortages or unexpected alterations in order quantities, whether these are increases or decreases?, he adds. “Your CEMshould be able to explai and demonstrate the procedures they have i place to deal
order quantities, whether
these are i creases or decreases?, he adds. “Your CEM should be able to explain and demonstrate the procedures they have in place to deal with these kinds of issues. They should appreciate that project hiccups are inevitable, and should be seen as chal nges seeking a soluti rather than sru
th these kinds of proj costs”, says Daw on.
sues. They should appreciate that oject hiccups are i evitable, and shoul be seen as challenges seeking a solution rather than problems that will cause disruptiion and that wiill simply inflate costs”, says Dawson.
o th
ems that w ll cau ll sim
inflate
considering i another factor to take i to account, Dawson points out. “Even within the m st wel organised proj
CONTRAC MANACT MANUFAC
ACTUR
RIING
FEA
FEAT RE ATURE
integrity. None of these i easy to assess when you’re evaluating potential CEMs, but there i a way, and that’s to ask to speak to some of the CEM existing customers”, D y w ll b
tegrity. None of these is easy to assess when you’re evaluating potential CEMs, but there is a way, and that’s to ask to speak to some of the CEM’s existing customers”, Dawson comments. “T
on com nts.
“They will be able to tell you very easily whether your candidate CEM pays careful attention to detai era io
le to tell yo very easily
whether your candidate CEM pays careful attention to detail in every stage of itsin every stage of its operations,, from initial sales contact right through to packing and despatch of the finished goods; w ether the company understands when things need to happen quickl and responds accordingl
fro initia sales co
right through to packing and despatch of the finished goods; whether the company understands when things need to happen quickly and responds accordingly; and whether the company can be relied upon to conduct business with you i and honest manner.
and
whether the company can be rel d upon to conduct business with you in an open and honest manner. “Listen careful
an open
“Listen carefully to what your potential CEM’s customers have to say, and don’t raid to
to what your potential
you need to. After all, these customers are enjoying the service and support you’you’ll soon be getting if you decide to proceed with this particular CEM, and they are the people best placed to tel you about i ”, he advises.
proceed with this particular CEM and they are the people best placed to tell you about it”, he advises.
“It’s probably fair to sum up the points I’ve m de i
“It’s probably fair to sum up the points I’ve made in this article by saying that the best CEMs, those you will end up having a long-standing, enjoyable and profitable relationship w th, are those that are i terested i
e bes CEM
this article by saying that ose you wi
end up
having a long-standing, enjoyable and profitable relationship with, are those that are interested in developing a real partnership with you, rather than seeing you simply as just another customer. al
developing a real
“If you’ve read this far and followed the guidance provided, you are wel on the y to selecting a CEM you can rely on to ake a big contribution to your future business success. Before you m ke your final decision, also look for evidence of the foll wing merits; attenti n-to-detai sense-of-urgency, outstanding business
“If you’ve read this far and followed the guidance provided, you are well on the way to selecting a CEM you can rely on to make a big contribution to your future business success. Before you make your final decision, also look for evidence of the fol owing m rits; attention-to-detail, sense-of-urgency, outstanding business
as you talk to your candidate CEMs, but do continue to bear in mind the points I’ve covered in this article – and above all, please do remember that it’s the people that make the difference!,” Dawson concludes.
nd the points it’s th ll, p ease d re
this article – and above er th
people that m ke the difference!,” Dawson concludes.
Prism Electronics Prism Electronics
www.prism-electronics.com T: 01480 462 225
www.prism-electronics.com T: 01480 462 225
Click here to view Advert
partnership with you, rather than seeing you simply as just another customer. You’You’ll almost certainly get a feel for this as you talk to your candidate CEMs, but do continue to bear i I’ve covered i
st certainly get a feel for thi
CEM customers have to say, and don’ be afraid to ask them for more detail if you need to. After all, these customers are enjoying the service and support soon be getting i you decide to
themfor m re tail if
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JULY UGU
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2018 15 15
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