Issue link: https://iconnect007.uberflip.com/i/1398328
AUGUST 2021 I SMT007 MAGAZINE 65 functional test done, or I want this kind of counterfeit screening done." I'll just cut to the chase and say, "If you're not prepared to spend at least $10,000, then let's stop." at separates them out. Nine times out of 10, that's proba- bly the end of the conversation. e one time where they are serious, they'll say, "Yeah, I expected that. Now, tell me more. Let's look at a detailed statement of work and let's figure out how we can make this work," and I say, "Okay, we're in business here." Johnson: Triage is a component of your capac- ity. You get to the spot where you're analyzing the intake, and you make the call, "Yes, we'll take on the job," or "No, we won't." at's a throttle to your capacity. Boguski: Yes. I don't know if that's an acquired skill, native-born, something you can learn in school, but the ability to read a customer and glean their intentions to cut behind the buzz- words, to cut behind the fluff and get to the heart of the matter of what you really want. What can we do for you? Maybe it's because I'm getting old and impatient, and I just have very little tolerance for all the small talk and niceties, but I tend to want to get there quickly and say, "Here's what we offer. What would you like to do? I'm a big boy, so if you don't want to do this on these terms, I'm fine. I can handle it. Just tell me. But if you do, here's what we can do, and here's what I think it's going to cost," and then move on. Some of the testing projects we do just to develop a quote sometimes takes a month of pretty serious engineering, and you do that and you submit it in excruciating detail, a 10-page quote, then you don't hear anything for several weeks and you have to go to them to find out what's up with the quote, only to be told sheepishly, "Oh, well, we awarded it to someone else," "We decided to keep it with our existing EMS company," or, "e crude bench- top system that we have, that we wanted you to revamp as part of your quote, we decided the crude benchtop system is okay and we can duct tape it for a while longer." It hurts when DR Image of Apple Watch. DR Image of remote speaker.