Precision machined components: a European OEM contract through targeted outreach
An IATF 16949-certified precision machined components manufacturer from Pune, with 90% of revenue concentrated in three Indian OEMs and a goal of building a second revenue base in Europe. The client's name and logo are published only with written permission — until then, this case is kept descriptive rather than named.
- Industry
- Precision & OEM Components
- Target market
- Germany & Netherlands
- Duration
- 10 months
€380K
Annual supply contract won with a European Tier-2 OEM
Where the export effort was stuck
Revenue depended heavily on three domestic OEM customers.
Trade fairs in Europe produced business cards, not RFQs.
Positioning as a low-cost 'contract manufacturer' did not match what European buyers look for: proof of process control and lower supply risk.
How we ran the engagement
3 stages of the ExportGTM method, each built on the evidence from the last.
Services used
- International GTM Strategy
- International Buyer Acquisition
Design
Narrowed the ICP to mid-size German and Dutch Tier-2 suppliers in hydraulics, agricultural machinery and commercial vehicles actively diversifying away from China. Repositioned from 'low cost' to 'PPAP-ready second-source supplier' and built DDP landed-cost pricing.
Activate
Built a list of 260 target accounts and 610 decision-makers across purchasing, supplier quality and engineering.
Outreach
Ran three outreach rounds over email and LinkedIn, each opening with a buying signal such as a new plant, supplier change or reshoring announcement.
What changed
Within 10 months of engagement
A narrower ICP and risk-led positioning moved the client from trade-fair small talk to formal supplier evaluation — 9 RFQs, 3 sample/PPAP approvals and an annual supply contract of about EUR 380,000.
260
accounts targeted, ~9% reply rate
23
qualified meetings, leading to 9 RFQs
3
sample / PPAP approvals
€380K
annual supply contract
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