Every customer is unique: Babcock & Wilcox, BT Industries, others leverage tools that bring designs, service into tight alignment with customer needs.(Cover Story)

Manufacturing Business Technology, June, 2005 by Michel, Roberto

Getting closer to customers often starts with being able to quickly configure custom products for them. But what if you aren't configuring from a preset mix of common components? What if your solutions must fit the unique process engineering and facility layout specifications of each customer site? In the past, such engineered solutions required lengthy bid-generation processes before the supplier could deliver a strong response to a proposal request.

That roughly describes the selling environment that enterprises like Babcock & Wilcox Co., a manufacturer of power generation and environmental cleanup equipment, have learned to excel in. Over the years, the Barberton, Ohio-based company had taken steps to accelerate its bidding process, even...

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