The importance of networking and the casual referral

By HT Brigham
schedule9th Sep 11

The importance of networking and the casual referral

Back in June 2010, as H T Brigham was still holding on tight in the face of the dramatic manufacturing downturn, the ripples of which were sent around the globe, the presswork manufacturer received an email.

Out of the blue, the Senior Platform Engineering Manager for one of the USA’s largest Automotive manufactures had got in touch. Whilst in conversation with one of his colleagues, this brand new contact had been given H T Brigham’s details and a somewhat glowing report on the cooperative and approachable nature of the company. This single and very important electronic communication was, unbeknown to the pressworker at the time, to be one of the most significant, company changing, interactions since the manufacturer’s formulation by Mr Brigham back in 1947.

H T Brigham was asked to provide its opinion regarding the manufacture of an alternative to a very complex machined casting, which formed a vital, long serving, but extremely troublesome, component of an OEM automotive assembly. The current part in question had an underlying problem with its porosity, meaning that the component was prone to failure due to a tendency to weaken during use. 

In short, could H T Brigham offer a solution? Was it feasible to manufacture this previously cast component as a metal pressing? If achievable, this would offer the OEM a more cost effective alternative, which could be produced more reliably and in higher volumes than its predecessor.

With direct involvement from company MD, Barry Smith, H T Brigham entered into a 12 month period of discussions with the prospective customer, both in the US and UK, in order to establish the project feasibility and the best way forward.

Design development through computer simulation techniques proved that the process was viable and that the pressed component could be manufactured in just 2 operations, instead of the previous 5 operations, offering obvious cost savings. Having taken into account the failings of the previously used part, the finalised component design was also expected to perform far more reliably, as the dynamic weight of the finished assembly would be considerably reduced.    

The subsequent manufacture of prototype components, to be used in field trials, did indeed confirm that the newly designed substitute component could match up to the customer’s exact requirements. H T Brigham had successfully demonstrated to the end user that the presswork method of manufacture could provide an improved alternative to the problematic cast component.

 

In late September 2011, H T Brigham was nominated as the chosen supplier for this hugely significant assembly contract, subsequently being issued with purchase orders for full production.

The contract win will not only provide a very significant addition to the company’s existing turnover, but will also assist H T Brigham’s continued investment in its future growth, which previous big production wins have facilitated.

 

So, the importance of networking and referral cannot be emphasised enough. This, along with the ability to capitalise on every opportunity which comes along, be that regional, national or global, is surely an instrumental factor in the success of any firm.