Sales (Re)structuring & Selection in Hengelo

In a manufacturer building to drawing, the estimating department is in practice the sales department. An enquiry arrives, a price goes out, and the one moment where you had influence, the conversation before the drawing, never happened. So restructuring here starts with where sales sits in the process: at the table with engineering rather than only with procurement. Then we separate two kinds of track. Short-cycle work gets a simple stage structure with fast decisions. Programme work, with qualification, audits, first articles and a framework agreement, gets its own far longer structure with exit criteria someone can verify. And a refusal rule appears: which enquiries you no longer quote because they run on price alone and take capacity that returns more elsewhere.