FAQs

We specialize in supporting B2B companies across a wide range of complex industries. Our experience includes plastics, metals, packaging, electronics, medical devices, pharmaceuticals, industrial equipment, and more.

We understand the operational, technical, and sales challenges unique to manufacturers—from custom fabrication and tooling to regulated and mission-critical environments.

We work primarily with B2B manufacturing companies across plastics, metals, packaging, electronics, medical devices, and industrial equipment. At any given time, we support approximately 40–45 active clients.

Client relationships are structured for long-term success. On average, client engagements span 2.5 to 3.5 years, and several clients have partnered with us for more than ten years. This duration emphasizes the commitment required to establish, refine, and maintain a sustainable business development engine.

Definitely.  We possess extensive experience collaborating with plastic manufacturers through a range of processes, including:

• Custom injection molding
• Thermoforming and vacuum forming
• Blow molding and rotational molding
• Compression and reaction injection molding (RIM)
• Rubber and silicone molding
• Extrusions, overmolding, and insert molding
• Assembly, finishing, and secondary operations

This includes both custom and high-volume production environments.

We work extensively with metal manufacturers and fabricators, including companies specializing in:

• Precision sheet metal fabrication
• Light, medium, and heavy gauge fabrication
• Welding, laser cutting, and waterjet cutting
• CNC machining, Swiss screw, and wire EDM
• Stamping, roll forming, punching, milling, and turning
• Powder coating, liquid coating, anodizing, plating, and finishing

We support both job shops and full-service metal manufacturers.

Certainly. We work with a wide range of packaging manufacturers, including:

Corrugated & Protective Packaging

• Brown box and retail ready packaging
• POP displays and protective packaging
• Foam, EPS, molded pulp, and interior dunnage
• Load securement, wood crates, and fulfillment services

Folding Cartons & Paperboard

• Printing, converting, die cutting
• Folding, gluing, embellishments
• Foil stamping, embossing, and specialty finishes

Flexible & Thermoformed Packaging

• Printed roll stock and pouches
• Poly bags, wicketed bags, shrink sleeves
• Trays, clamshells, blister packs, and blister cards

This includes both custom and high-volume production environments.

Yes. Our experience includes label and specialty converting manufacturers, such as:

• Pressure-sensitive, decorative, and prime labels
• Extended content and RFID labels
• Tags, nameplates, keypads, and membrane switches
• Specialty adhesive products
• Die cutting, converting, and VMI programs

This includes both custom and high-volume production environments.

We support electronic contract manufacturing (EMS) companies, including:

• PCB and PCBA engineering and assembly
• PCB layout and design
• BGA assembly, conformal coating, and potting
• Wire and cable harness assemblies
• Box builds and electromechanical assemblies
• Mission-critical power supply solutions

Absolutely. We have experience with manufacturers focused on tooling, machinery, and industrial equipment, including:

• Tool and die shops and mold builders
• Progressive tools, punches, and roll form tooling
• CNC machines, laser cutting systems, and press brakes
• Plastic injection molding machines
• Custom test, assembly, and automation systems
• Measurement, monitoring, and process control equipment

We do. We work with regulated manufacturing environments, including:

Medical Device Manufacturing

• Class I, Class II, and Class III medical devices
• OEM and contract manufacturing
• Medical packaging and electronics
• Complex components and assemblies

Contract Pharmaceutical Manufacturing

• CDMO and CMO organizations
• API and small molecule manufacturing
• Clinical trial development and packaging
• Analytical testing and commercial manufacturing

Yes. Our experience also includes:

• Thermal cooling and heat transfer manufacturers
• Structural steel fabrication
• Metal finishing and surface treatment
• Hardware component manufacturing (garage door, furniture, valves, fittings, millwork)
• Co packing, toll blending, filling, and private label manufacturing

Athena SWC is designed for manufacturers with lengthy, complex sales cycles of 6 to 18+ months. Our process supports multiple decision makers and extended buying journeys, maintaining clear pipeline visibility and sustained momentum even with delayed revenue.

Yes. Many of the manufacturers we work with have unpredictable project timing. Our process focuses on consistent market engagement, so opportunities are identified early and nurtured until they are ready to buy. We find that our digital marketing efforts help us attract and engage with prospects who are closer to the buying stage.

Yes. Many clients engage Athena SWC specifically to create structure and process where none previously existed.

That’s common. We design the process, messaging, and execute on your behalf.

The ideal moment is when a manufacturer is looking to create a consistent, scalable system for developing new business, instead of depending only on referrals, trade shows, or responding to incoming demand.

Proactively engaging before the need for new business becomes immediate is recommended. Our program requires a strategic ramp-up period to build the pipeline and begin delivering the consistent lead flow necessary for long-term predictability.

Yes. Athena SWC provides strategy, content, and execution that manufacturers often lack internally. Many of our clients have small or non‑existent marketing teams, and we fill that gap while aligning closely with leadership and sales.

Yes. The majority of Athena SWC’s clients offer custom, engineered, or build-to-order solutions as opposed to off-the-shelf products. Our outreach and qualification methods are tailored to uncover genuine technical requirements, project timelines, and purchasing intent, ensuring that your sales team targets only qualified opportunities.

We generate opportunities using Athena’s business development process:

• Define target market and buyer profiles
• Build and validate contact/account lists
• Develop and execute digital marketing strategies, including SEO, AEO, and GEO optimization
• Create targeted messaging and content, including call scripts with rebuttals for common objections and qualification criteria
• Execute prospecting activities, including cold calls and website submission follow up

This work helps us deliver sales qualified leads (SQLs) to your team. We also work with your team to monitor pipeline progress, analyze results, and optimize performance.

Athena SWC complements your sales team; we do not replace it. Our process allows your team to remain focused on closing deals, while we handle targeting, prospecting, qualification, and early pipeline development.

No. We act as an extension of your team and manage day‑to‑day execution, reporting, and optimization. We will provide the sales-qualified leads but do require someone to work and close those leads. Our team will assist with administrative tasks in the sales process to help move each lead forward effectively.

We measure success based on quality, conversion, and revenue impact, not just lead counts. Our programs are designed around your actual sales metrics—deal size, close rate, and sales cycle length—so progress is tied to real business outcomes.

Yes. Our process is designed to scale across multiple territories, markets, or sales teams. We organize outreach, reporting, and qualification so opportunities are routed correctly, and performance can be tracked by region or rep.

Once a contract is signed, we typically schedule an engagement kickoff meeting within 3–4 weeks. This is followed by a 45–50-day implementation period to build and launch the program.

Initial leads generally begin to appear around the 60‑day mark, with momentum building as the process matures and optimizations are applied.

That is expected in most manufacturing environments. Each client has visibility into their specific pipeline and results, including projected close dates and expected revenue.

In the first couple of months, after the initial setup is completed and execution has started, you can expect to see leads with new accounts begin to enter your pipeline in the form of meetings and RFQs. These opportunities will have the potential to increase revenue in the future and you will see the foundations of a solid new account pipeline begin to form.

Return on investment varies by industry, sales cycle length, and growth objectives. Athena uses your historical sales data and our experience in your industry to build a ROI model that is specific to your engagement.

Rather than publishing generalized ROI claims, we share relevant case studies and, when appropriate, client references so prospects can evaluate actual, real‑world results from manufacturers similar to their own business. This provides a more accurate and transparent understanding of potential impact.

We differentiate ourselves in three core ways:

Industry Experience
We have deep experience working with manufacturing companies across multiple verticals. Our team uses this experience to improve speed to impact, allowing us to execute more effectively than firms without manufacturing expertise.

ROI‑Driven Program Design
Our programs are mathematically built around return on investment. We use your historical sales data alongside our performance benchmarks to design, manage, and execute toward a specific revenue goal, providing clear visibility into expected outcomes and long‑term ROI.

End‑to‑End Process Execution
We deliver a complete marketing and sales prospecting infrastructure that covers strategy, people, processes, tools, and execution.

That’s a common reason clients come to us. In most cases, prior failures were caused by lack of industry understanding, poor qualification, or inconsistent execution. Athena SWC focuses on process, data, and long‑term execution, which is fundamentally different from short‑term lead generation tactics.

Successful programs require alignment. We work closely with leadership and sales to define expectations and pipeline workflows to ensure follow‑through. Our team will work closely with your sales reps to solicit updates, take on administrative tasks, gather feedback to help with process improvements for our prospecting efforts and your internal sales efforts. We will then meet with leadership monthly to review the pipeline and hold all parties (including us!) accountable to ensure each opportunity is moving toward resolution.

Yes. We offer 12-, 18-, and 24‑month contract options.

Although clients can end the relationship at any time with 60 days’ written notice, developing new business successfully calls for a practical, longer-term perspective. Between implementation, prospecting, sales cycle length, and revenue realization, most manufacturers should plan a 12–24-month commitment to fully realize results.

This timeframe allows the process to generate, convert, close, and deliver revenue predictably.

We charge a flat monthly fee based on the level of effort required to achieve your sales growth goals.

We are not a manufacturer’s rep, broker, or commission‑based firm. Our pricing is informed by historical industry data that allows us to project what is required to convert opportunities within your industry, enabling us to build a scalable and predictable program.

We proactively prevent conflicts through contractual non‑compete protections for our outbound cold prospecting efforts. We do not share prospect lists because they are built specific for each client. Opportunities that come through our inbound digital marketing efforts do not fall under the non-compete protection.

Each client engagement includes a non‑compete by industry and territory, specifically for outbound cold prospecting execution within our process. This ensures your market positioning, outreach efforts, and opportunity development remain protected.