Tired of quoting jobs that go nowhere? The best manufacturers aren’t just faster—they’re sharper, more strategic, and far more consistent. Here’s how smart businesses are landing better work, more often, by doing a few things differently.
Every manufacturer wants more work. But not just any work—work that fits, pays fairly, and helps the business grow. The reality is, most businesses spend too much time quoting, too little time closing, and even less time figuring out why. This isn’t about chasing every lead—it’s about winning consistently by tightening up how you quote, follow up, and build relationships. Let’s start with the first (and arguably most overlooked) step: quoting smarter.
1. Quote Smarter, Not Just Faster
Speed matters, but quoting blindly just to be “first in the inbox” won’t move the needle. You can be the fastest shop on the planet, but if you’re quoting every job manually, and doing the same work over and over with no structure, you’re burning valuable hours. The real edge? Being fast and smart.
Take this hypothetical example: A small job shop that specializes in custom brackets realized it was quoting almost every request from scratch. Their estimator was spending 3-4 hours per day just fielding requests. So, they built a “quote kit” for their top five bracket designs—predefined material specs, time estimates, and margins baked in. Now, they can respond to repeat-style jobs in less than 30 minutes, and they’ve doubled their quote volume without hiring more staff.
The big insight here is that most businesses are doing more quoting than winning—and it’s not because they’re too slow. It’s because they treat every job like a new problem. But the truth is, most of your jobs aren’t that different. There’s a lot of pattern repetition in manufacturing, and smart businesses learn to systematize the quoting of those patterns.
Start by identifying the 3–5 most common job types you get. Create simple templates for each—materials, estimated labor, machine time, overhead, and preferred margin. You don’t need fancy quoting software to do this; a well-organized spreadsheet or even a folder of templates works fine. Then, use those templates as your base for similar quotes moving forward.
Another move? Add a “gut check” filter before quoting: Is this a job that fits your ideal customer profile? Does it align with your machine capacity and shop floor priorities? If it doesn’t, quote it high or skip it altogether. You’re not in business to win every job—you’re in business to win the right jobs.
One more smart tactic: if your team is quoting without visibility into real-time material pricing or machine availability, that’s a recipe for underquoting. Even a rough weekly update to material costs or machine availability can prevent margin erosion. Keep that info handy and tie it into your quoting templates.
At the end of the day, quoting smarter means less wasted effort, higher close rates, and a far more predictable pipeline. It’s not just about being fast—it’s about being prepared. And most shops are only one afternoon away from building a quoting system that helps them do exactly that.
2. Follow Up Like You Mean It
Quoting is just the start—most manufacturers drop the ball after the quote is sent. They assume, “If they liked the price, they’ll call us.” That’s wishful thinking. Great businesses treat follow-up like part of the sales process, not an afterthought.
Imagine this: a precision machining shop quotes a $60,000 job and never hears back. A week later, they call. Turns out, the buyer liked the price but had a few questions and ended up going with a shop that followed up two days after submitting their quote. That’s how fast decisions happen—and how fast opportunities disappear.
Here’s what works: set a follow-up schedule. Call or email 24–48 hours after the quote goes out. Don’t ask, “Just following up”—that doesn’t help. Say, “We sent over your quote Tuesday. Any questions or details you’d like us to walk through?” Be specific, helpful, and brief.
And track everything. You don’t need a CRM to do this (though it helps). Even a spreadsheet with columns for quote date, contact info, follow-up date, and result will uncover trends fast. You’ll start seeing which types of customers respond quickly, which ones need nudging, and which ones are ghosting you—so you can adjust your approach.
The insight here? The job isn’t lost until the customer says “no.” And in many cases, the business that follows up first—or most helpfully—wins the work.
3. Be Selective—But Strategic—About What You Quote
Every minute your team spends quoting a job you don’t want is time you’re not quoting one you do want. It’s common to think, “We should quote everything, just in case.” But that mindset leads to burnout, bloated pipelines, and lower win rates.
Smart businesses focus on the work that aligns with their strengths: the parts they can turn quickly, the customers they enjoy working with, and the jobs that make good margins. For example, a fabrication shop noticed they were quoting a lot of heavy steel frames, but their real bread and butter was aluminum enclosures. So, they started saying no to the former and yes faster to the latter. Their win rate went up 25%, and margins improved across the board.
Create a short checklist: Is this in our wheelhouse? Do we have the material or machine capacity? Is the customer reputable or known for slow pay? Are we likely to win it—or are we just a backup quote? You’re not being picky; you’re being efficient.
This isn’t about turning down work—it’s about turning down the wrong work so you can win more of the right kind.
4. Make the Buyer’s Job Easier
Buyers are busy. When your quote is easy to understand, organized, and clearly shows the value—not just the cost—you instantly stand out. This is especially true for first-time customers or those comparing multiple shops.
Include a simple cover message that recaps the job, confirms delivery timing, and calls out any special value you’re offering—like shorter lead times, design-for-manufacturing tips, or material substitution ideas. If you’ve worked with them before, mention it: “We delivered your bracket order back in February—this looks similar.”
Example: One CNC shop started adding a one-page summary to their larger quotes. It included delivery timelines, payment terms, a few line items, and a clear “next steps” section. Customers started responding faster and asking fewer questions. Why? Because the quote looked easier to act on.
Making the buyer’s job easier isn’t just polite—it’s a competitive advantage.
5. Build a Reputation for Speed and Reliability
Reputation doesn’t come from slogans—it comes from consistency. And in manufacturing, that means doing what you say, every time. Fast quotes. Honest lead times. No surprises.
A hypothetical example: A powder coating business always quotes within 24 hours. They tell customers when they’ll deliver—and they hit that date or call ahead if there’s an issue. Within 18 months, they went from a job-per-job hustle to a steady stream of recurring customers. Why? Because buyers talk. And buyers remember who makes their life easier.
Speed + reliability beats cheap + inconsistent every time.
If your lead times slip, communicate early. If you quote something wrong, own it. If you see an issue in a customer’s design, flag it before it becomes a costly problem. These things don’t just build trust—they build repeat business.
6. Invest in Repeat Business, Not Just New Business
The easiest job to win is the one you’ve already done well. Yet many businesses treat every job like it’s a new relationship. That’s a missed opportunity.
After a job ships, follow up. Ask how it went. Was everything to spec? Any feedback? This isn’t just good service—it’s a soft way of asking, “Do you have more work coming?” You’d be amazed how often that simple check-in leads to another PO.
Also, consider loyalty-building moves: early access to schedule slots for repeat customers, volume discounts, or even just a thank-you note with a quote. These are small things that go a long way.
When you start seeing customers as long-term partners—not one-off transactions—you’ll win more work without having to hustle so hard for every job.
7. Be Visible and Present in Your Niche
Finally, the best work often never hits a quoting platform—it goes straight to shops the buyer already knows. So if you want to win more work, you need to be findable and top-of-mind.
If you specialize in, say, stainless steel enclosures for food-grade applications, make sure your website and LinkedIn say exactly that. If you serve a specific region, show examples of local work you’ve done. Buyers are constantly searching, vetting, and comparing—even before they call.
Attend trade shows your buyers attend. Send occasional emails with recent project highlights. Post on LinkedIn when a cool job ships out. You don’t need to become a marketing machine—but you do need to be visible.
Being top of mind when buyers aren’t buying is how you get the first call when they are.
Clear Takeaways to Put into Action Now
- Systematize your quoting: Create templates for common jobs to cut quoting time and increase accuracy.
- Follow up with intention: Don’t assume silence means “no”—check in with value-added communication.
- Prioritize repeatable, profitable work: Focus quoting efforts where your team delivers best and margins are strongest.
Common Questions About Winning More Work in Manufacturing
What if I don’t have time to build quoting templates?
Start small. Pick one job type you do all the time and build a single template this week. You’ll save time the next time it comes up—and it builds from there.
How soon should I follow up after a quote?
Within 48 hours is best. Buyers move fast, and a timely follow-up shows professionalism and interest.
How do I know which jobs to turn down?
Track which types of jobs have high win rates, solid margins, and fewer headaches. Quote more of those and less of everything else.
How can I encourage repeat work without sounding pushy?
Just check in after the job. Ask how everything went and if they have anything else coming up. Keep it casual and helpful.
Do I need a fancy CRM or quoting system?
Not necessarily. A well-organized spreadsheet and consistent habits can take you a long way. Use tools that match your team’s comfort level.
Want help making your quoting process faster, more effective, and less frustrating? Start by taking stock of what you already do well—and build systems around that. You’re probably closer than you think to consistently winning better work.