The Art of Engineering

There are LOTS of great ideas out there. They are free and waiting for you to make them happen. There are entire websites dedicated to spreading free ideas.

Everything is open for improvement. Just because it has been done, does not mean that it has been done well. It might be the user interface, battery life, power consumption, size, shape, speed, connectedness, or any other thing that keeps a product from being amazing and remarkable. Often the process of improvement and constraints you create can yield their own innovations.

Invention is not a prerequisite for innovation. We often get hung up on the need to invent something new. It is unnecessary. Finding a new way to introduce people to an important product is as big an innovation as a new invention.

Action has a higher value than ideas. Ideas which are never implemented are nice ideas, but nothing else. Making something happen – actually solving a problem – improves the lives of your customers and helps to create a better world.

An offer is on the table ensures that you are in the running. Set a time frame for the quote and deliver on your commitment. This the first opportunity you have to demonstrate that you can deliver – make sure that you do. I recently quoted on a project and was shocked that at least three other companies had not bothered to deliver a quote.

Understand your own value and how that contributes to the project. Undervaluing yourself leads to difficult financial situations and lack of motivation. Overvaluing results in a begrudging client who is unlikely to use you again. Clearly communicate the value that you add.

Big customers may have more financial backing, but should not have to pay a premium for your services. You may want to under–quote a small customer to make sure that you secure the work. Everybody loses when a quote is not fairly valued. Under quoting undermines the project and compromises your ability to deliver a high quality end–product. Over quoting undermines your relationship with the client and damages future opportunities.

Understanding yourself will help you to leverage your strengths and compensate for your weaknesses. Quote around your strengths and approach the project in a way that gives you and your client an advantage over your competitors.

If we only quote for things that are comfortable we limit our ability to grow. Sometimes a project might seem too big, or require skills that we have not yet aquired. Push yourself enough that each project forces you to grow.

If you can't deliver or you are not the best option, then be open and clear about this. Your client will be happy to know that you did not mess them around. Doing work for work sake is a bad strategy.

Amplify your strengths and offer something remarkable. Remarkable could be the way you communicate with your client, the quality of your work, or the speed at which you are able to deliver it. It may even be the price (high can also be remarkable). Remarkable beats boring.