Setting priorities is always a challenge.  It seems what you need to do is never what you want to do.  I use that as motivation to accomplish the things I should do as quickly as possible so I can get to the things I want to do.  If I did it the other way around I’m afraid too many things would never get done.

I bring this up because of something I heard at a Supplier Meeting of one of our customers last week.  I’ve heard it before stated many ways but I really liked the way they presented it.

Aggressively Pursue Existing Business”

It’s always so exciting pursuing new customers.  Getting the big meeting, landing a solid presentation, highlighting the strengths of your company and then the opportunity to work with them for the first time. Finding new processes, materials and configurations to save them money.  That’s exciting!

“Aggressively Pursue Existing Business”

The problem is that all the time you are doing that, other companies are trying to do the same to your existing customers.  It costs a great deal more to land a new customer than it does to keep the ones you have, IF you will just take the time to do it.

“Aggressively Pursue Existing Business”

Last year we learned this the hard way at Ebsco.  While we were looking the other way, not pursuing existing customers, we lost one to a competitor.  It wasn’t over quality or price.  They felt we just didn’t care any more.  By the time we began to hear what they were saying, it was too late.  It is very humbling to admit this but ignoring it would mean it would happen again and again.  Ebsco didn’t ignore it!

“Aggressively Pursue Existing Business”

We have assigned our customers to individual members of management.  They will be making regular contacts with the customers to see what we can do to offer better value.  We want to hear anywhere we are falling short and anyway we can become a better partner to them.  We have asked our design experts to review customer’s parts and offer potential material and process savings ideas.  We have committed to our Lean efforts to drive down costs and provide the best quality for a competitive price.  Our customers will not need to settle on quality and service to get the best prices.

“Aggressively Pursue Existing Business”

Ebsco is continuing to present ourselves and the value we offer to new customers.  The key is that we will continue sharpening that value and building our relationship with our existing customers.  Keeping your existing customers thrilled with you can be as exciting as wowing a new one.

Now if you’ll excuse me, I have some customers to WOW.

Just Saying…..




About Ebsco Spring Company

Ebsco Spring Company manufactures precision springs. Ebsco Spring was established in 1941 in Tulsa Oklahoma. Ebsco Spring manufactures custom springs for a wide variety of industries including fluid power, oil and gas, aerospace, defense, medical and others.

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