Marketing to Engineers.

Competitive advantage must be backed with facts, video, case study. Engineers will search and verify. To build trust, anything that is shared with an engineer, must be readily verified.

Engineers are risk averse and there are steps to build trust.

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When an opportunity begins explain the timeline to the engineer.

"After a 2nd meeting with an engineer we complete a 30 minute talk with vp of finance."

This is the time to bring in the factory expert.
This strategy will bridge the gap to upper management, with a process.
Define the steps of the process for the engineer and include value.

ie. A trip to the factory or the Principles best customer.

Once a protocol is established the engineer is risk averse in nature and will not object or change the process.