Here at Proficient Sourcing we work very hard to provide buyers seeking new custom manufacturing suppliers with appropriate candidates. In the development of this potential new relationship, there are many pitfalls which amount to nightmares for both sides. When a request for quote is issued, several things can happen, and some are problematic, especially when a new supplier candidate is involved.
After all, the buyer seeks a new company with all the attendant potential pitfalls—such as will the shop be nimble, responsive, and in business over the long term? The supplier has concerns about this as well. Examples would be will we get paid per terms? Will the specs accurately describe what’s needed? You’ve all been through this before. And there are several other issues that present barriers to success.
A common barrier to success is that the request for quote may occur at a time when the estimator is completely tied up with other work, so he/she can’t respond promptly—regardless of the buyer’s response requirements. One example happens on occasion if the shop’s estimator (and there may be only one) is tied up with a very complex project. Large OEM buyers may not comprehend the limited estimating capacity of prospective suppliers.
To some extent this happens despite best efforts, since the buyer and estimator are unknown to one another. What Proficient Sourcing tries to do is work with both sides so that timely quotes are generated in every case possible.
We have also observed another even more annoying situation, and we think this is especially annoying to buyers: nightmare #26: the estimating black hole. In some cases a request for quote is generated, and after appropriate investigation we believe we have one or more shop that would be a particularly good fit.
The RFQ is sent to that shop, with the expectation of a prompt quote. And you can count on the fact that our followup is both frequent and vigorous, and fortunately, usually successful. We have a good record of delivering quotes on time, and the buyer gets a candidate that’s highly likely to be able to properly do the needed work.
However, every now and then we encounter the dreaded estimating black hole. In such a case the RFQ disappears—and in extreme cases is never seen again. For some reason we do not understand the shop’s estimating people either forget about it, despite our followup, or operates under some strange belief that no one will notice the RFQ has disappeared. We cannot explain this behavior, but continue to work the issue with our network shops.
We contend guilty shops forfeit potential business with such behavior. We would appreciate your input to this: have you experienced the estimating black hole, and if you have, have you passed that shop and awarded the business to another candidate?