Circuits Assembly - April 2008 - (Page 56)

Program Management Growing Your Brand Mike Buetow “Prospects lie,” warns Sue Mucha. Her new book tells EMS companies how to overcome that. N regularly has instructed program managers at conferences and workshops and advised EMS companies on marketing and sales. This latest chapter in her career led her to author a new book, Find it, Book it, Grow It – A Robust Process for Account Acquisition in Electronics Manufacturing Services. The first manual ever penned specifically for EMS program managot many people have seen the electroners, it was published last month. She spoke ics manufacturing services industry with CIRCUITS ASSEMBLY in early March. through as wide and varied a lens as Susan Mucha. Her history with contracting Who would be best served by reading this dates to 1981 with Olin King and SCI Systems, book? considered the father of all contract assembly. The reality of account acquisition in EMS Her 27 years in the sector feature is that virtually everyone in the high-level stints at a number of company has a role in sales. The mid-sized and large-scale playEMS provider is selling people ers, including Avex (now part of and processes, not equipment. Benchmark), Flextronics, XeTel, From this standpoint, anyElamax, and Sparton Electronone who touches the customer ics. would be served by reading it. Along the way, Mucha and For example, operations perthe industry have been literally sonnel are often critical to a intertwined. It was Mucha who, sales effort because the customer during an IPC meeting in 1994, bases their decision on fit. This co-coined the phrase Electronbook explains the value of havics Manufacturing Services as ing operations teams engaged part of an effort to re-brand a in account acquisition and gives Author Sue Mucha has grown budding group that was seen up with the EMS industry. them a process overview. Prolargely at that point as low-grade gram managers benefit from board-stuffers. Mucha wrote and suggestions related to account developed the public relations program for the growth planning. Senior executive managelabel that eventually saw the term recognized ment gets a better view of the process and by industry and Wall Street. For her efforts, industry dynamics. Sales and marketing may she received the IPC Presidents Award. find new ideas or even validation of their curDuring the past several years, Mucha has rent strategies. 56 Circuits Assembly APRIL 2008 circuitsassembly.com http://circuitsassembly.com

Table of Contents Feed for the Digital Edition of Circuits Assembly - April 2008

Circuits Assembly - April 2008 Contents Caveat Lector Industry News Market Watch Talking Heads Screen Printing Better Manufacturing Design and Modeling of High-Speed, High-Density 3-D CSPs and Memory Modules The ‘Big Brush Off’ Revisited Impact of Soldering Atmosphere on Solder Joint Formation Beyond Moore’s Law ESD Control For Class 0 ESDS Devices Growing Your Brand This Year’s Model Tech Tips Reflow Soldering Process Doctor Pb-Free Lessons Learned Getting Lean Equipment Advances Apex Product Preview Ad Index Assembly Insider Technical Abstracts

Circuits Assembly - April 2008

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