Strike rate matrices for integrating marketing and production during the tendering process in make-to-order subcontractors

Make-to-order companies manufacture products to the customers' specifications. Sales wishes to quote small mark-ups and short lead-times to maximise the chance of winning orders. Manufacturing wants to have large mark-ups and long lead-times to ensure production profitability and flexibility. The selling and manufacturing functions are integrated at the tendering stage by predicting the probability of winning contracts with various mark-up and lead-time combinations. Tender subdivisions, having different strike rate matrices, are determined empirically from previous outcomes and the whole process is updated continuously.