When talking with prospects and customers, testing machine manufacturers often come across symptoms that imply the current situation could be improved dramatically with a new investment in technology, specifically a well-engineered materials testing system. The problem often surrounds the ability of local management to persuade the budget holder to release funds for the investment.
The first thing to state is that senior management is motivated by the return on their capital far more than whether a budget exists. There are many items in a budget that are never spent. Every major expenditure that a company makes is driven far more by the return on that investment than it is by whether it is covered by a budget. So the key is to build a credible Return on Investment (ROI) paper that decision makers relate to and is comparable to other prospective investments they might make. In the materials testing system world there are two obvious scenarios.