Ford Motors had spare overhaul capacity on some engine types, which enabled us to sell our services to third party customers. Conversely, Ford Motors did not have capability on other engines, or was temporarily short of capacity, requiring engines to be contracted out.
Having been both a supplier and a buyer of engine overhaul services, I have seen what works and what does not excite any interest in sales approaches. Our success in selling was highlighted in the winning of the USAF contract to overhaul the engines for the Presidential Command Post E4B fleet. The request for bids originally specified USA only bidders, but the Canadian Government got it extended to USA or Canada, and we bid. Frankly, we thought the chances of landing the contract to overhaul the engines of the President’s Command Post cars were non-existent, and the body language of the inspectors who came to review our facility confirmed this. However, after they had heard our sales presentation, they all but confirmed on the spot that we would win it, which we did. Not only did we win it from a US agency, who lobbied Congress to keep it in the USA, but we kept it against stiff competition and further Congressional lobbying at each contract renewal.