The Commercial Engineer's Desktop Guide by Tim Boyce

By Tim Boyce

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Similarly,in manufacturing,risk minimisation is largely attainable by good planning, good shop-floor layout and industrial engineering. The customer may wish to share in the risk by providing funds towards the setting up or enhancement of the production facilities. For example the customer may be persuaded to contribute to the alleviation of cash flow problems by providing upfront or interim financing on high value and/or long-duration contracts. Where there is a foreign currency in the price,the customer may be content to make payments in whole or in part in the foreign currency, particularly if, as in the case of very large buyers of government departments, foreign currency can be bought more easily or more cheaply by the customer than by the company.

Every opportunity should be taken to let the customer (and the world) know what a good deal he has had from you, as he may not know himself! Granting such rights to other companies is also a convenient way of increasing revenues, although it may do little for growth. Mergers and acquisitions Naturally combining two or more enterprises has the effect of consolidating the separate order books into one. Although very major contracts may contain terms preventing merger without agreement of the 19 C o m m e r c i a l a w a r e n e s s c h a p t e r 2 customer (who may have legitimate rights in not wanting to find himself in a contract with a party whom he would not otherwise choose) mergers do bring about a sound way of not only increasing order book but also increasing the customer base.

Profit can be maximised by increasing demand, minimising costs, optimising output, influencing the marketplace, aiming at high price or low risk or niche markets and through mergers and acquisitions. Cash flow is influenced by employee terms, customer payment terms and performance, supplier credit and contractual performance. Growth is achieved through expanding markets, successful performance, acquiring technology and through mergers and acquisitions. Intellectual property is hugely valuable intangible property protected through patents, copyright, database rights, registered design rights, unregistered design rights, trademark rights and confidentiality.

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