# S1E39 How to Build Trust (& Win New Business) With Your Customers | Jeff Wells

- Show: [Being an Engineer](https://hardwarepodcasts.com/podcast/being-an-engineer)
- Published: 2020-09-25
- Length: 47m
- Episode: 39
- Page: https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells

## Summary

Jeff Wells, Business Development Manager at Phoenix Analysis and Design Technologies (PADT), discusses his 25-year career transitioning from aerospace engineering to engineering sales and business development. He explains that selling engineering services requires building deep trust with customers rather than just selling a standardized product, emphasizing the importance of community networking and consistent follow-through. Wells details PADT's three-pillar business model—simulation, 3D printing, and product development—and shares strategies for managing client expectations regarding the rigor of new product development.

## Chapters

- [0:14](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=14) Introduction: Jeff Wells and his career transition from aerospace to sales
- [6:29](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=389) The difficulty of finding engineers willing to interface with customers
- [10:04](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=604) Selling engineering as a service: building trust vs. selling widgets
- [16:27](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=987) Using 'Designing Your Life' to pivot careers and PADT's diverse opportunities
- [23:00](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=1380) Growing Advanced Integration Technologies from garage to $600M
- [28:17](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=1697) Networking strategies and community engagement for lead generation
- [32:52](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=1972) Using CRM software like Salesforce to maintain trust and visibility
- [36:40](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=2200) PADT's three legs: simulation, 3D printing, and product development
- [39:54](https://hardwarepodcasts.com/podcast/being-an-engineer/2020-09-25-s1e39-how-to-build-trust-win-new-business-with-your-customers-jeff-wells#t=2394) Challenges in educating clients on development rigor and manufacturing

## Topics

- [Careers & education](https://hardwarepodcasts.com/topic/engineering-careers-and-education)
- [Direct-to-consumer & e-commerce](https://hardwarepodcasts.com/topic/direct-to-consumer)
- [Marketing & brand](https://hardwarepodcasts.com/topic/marketing-and-brand)
- [Design for manufacturing & NPI](https://hardwarepodcasts.com/topic/design-for-manufacturing)
- [Validation & product-market fit](https://hardwarepodcasts.com/topic/validation-and-product-market-fit)
- [Scaling production](https://hardwarepodcasts.com/topic/scaling-production)

## Most relevant to

companies scaling up

## Mentioned

- Phoenix Analysis and Design Technologies (company)
- PADT (company)
- Roar Industries (company)
- BF Goodrich (company)
- Airbus (company)
- AutoCAD (tool)
- Tokyo Electron (company)
- TRW (company)
- Speedfit (company)
- ANSYS (tool)
- Designing Your Life (other)
- Stanford (company)
- Pipeline Design & Engineering (company)
- Advanced Integration Technologies (company)
- UCT (company)
- Pinnacle Manufacturing (company)
- PetSmart (company)
- Salesforce (tool)
- Pipe Drive (tool)
- Honeywell Aerospace (company)

## Related episodes from other shows

- [Why Engineering Knowledge Should Drive Marketing Messaging w/ Adam Kimmel](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2024-07-23-why-engineering-knowledge-should-drive-marketing-messaging-w-adam-kimmel) (The Manufacturing Executive)
- [179: The Power of Personal Branding and Building Trust With Your Ideal Customers Featuring Nikki Gonzales](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2024-04-02-179-the-power-of-personal-branding-and-building-trust-with-your-ideal-customers) (Manufacturing Happy Hour)
- [Engineering Organizations Pt 1: Service Firms - When You Are the Product](https://hardwarepodcasts.com/podcast/the-pragmatic-embedded-podcast/2026-02-18-engineering-organizations-pt-1-service-firms-when-you-are-the-product) (The Pragmatic Embedded Podcast)
- [Marketing to a Technical Audience with Wendy Covey](https://hardwarepodcasts.com/podcast/manufacturing-happy-hour/2020-09-01-marketing-to-a-technical-audience-with-wendy-covey) (Manufacturing Happy Hour)
- [Creating Manufacturing Environments Where Engineers Can Thrive w/ Josh Tarbutton](https://hardwarepodcasts.com/podcast/the-manufacturing-executive/2025-12-02-creating-manufacturing-environments-where-engineers-can-thrive-w-josh-tarbutton) (The Manufacturing Executive)

## Citing this page

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