When looking at machine improvements we often ask as to whether the customer has developed any budgetary numbers for the project at hand.  Sometimes customers are hesitant to provide any numbers as there may be a perception that somehow this will provide unbiased quotes or provide a competitive advantage.

The problem with this train of thought is the multitude of solutions which are often present with technology today.  If a customer is thinking they can solve a problem for $200 yet asking for the best solution possible, it is conceivable the supplier is thinking $20,000, and that is a problem.

Recently a customer asked for a range of solutions as a starting point of discussion.  The results were solutions ranging from $2,000 to $50,000.  The starting point covered all the customer’s basic requirements and a full range of solutions from relatively simple to highly automated.

One of the problems of not having the budgetary number is customers rarely anticipate the multitude of ways their particular issues may be addressed.  When confronted with these options paralysis can set in.  Further the customer is inadvertently driving up cost through the increased workload required when suppliers then develop a myriad of options for the customer.