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Over the last few months I’ve seen a big jump in EMS companies looking to hire Business Development / Sales personnel. What’s interesting is that there isn’t a trend in products or industry focus. It seems that there is a general sense that business opportunities are starting to grow but companies are looking to the seasoned sales professionals to tell them where and what they are. There is a regional focus on the central US and Mexico which may indicate that LVHM industrial, medical, aerospace and automotive industries are where these companies are looking to grow.
With a 6-12 month sales cycle, we should start to see demand for engineers increase soon (to process the RFP’s that the new sales personnel are generating) and then growth in operations staff after that.
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There is a very real slowdown in the defense(/aerospace) sector which has caused some providers serving that space to go into a holding pattern (prematurely?) and re-think their staffing needs until Congress pulls the trigger on a decision. I know of three providers with heavy services in defense already re-assessing their footprint and market focus. Many on their sales teams have already reached out, asking what opportunities might exist.
“In recent days, Panetta, 74, has uttered near-apocalyptic warnings about what will happen if Congress does not do something by March 1 to avert a “doomsday scenario” under which the Defense Department could be required to slash $43 billion in spending in the next seven months, and as much as $500 billion in the next decade.”
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I’ve seen one aerospace EMS take an interesting approach to the defense spending cuts. Knowing that the military will be looking for new ways to save money, they have shifted their efforts from airframe products to flight simulators. Simulator training hours are less costly than actual flight time so it makes sense that a higher % of available funding will go this way. For the EMS, it’s the same basic product mix with a new customer focus.
Assuming that the cuts won’t just drive less of the same, there are still be new opportunities to be found if you can anticipate the savings opportunities.
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