Too late to the party but as for pitching it. I point out (some small
success) the EMC requirements are as much of the sales agreement as any other
function of the equipment. Not as sexy as flow through provisioning but just
as expected. I was just looking over a contract the other day in which the
customer had specific clauses about the CE approvals and markings. Briefly, it
said we pay all fines etc for non-compliance etc.
From this end I have rejected vendors that didn't meet the requirements
-
they met all the function, price goals, and delivery dates but didn't get the
contract because they didn't meet ALL of the product requirements.
Gary
I pitch it low and slow:
"The whole idea of Electromagnetic Compatibility is to produce a product
that operates in complete electronic harmony with its environment. Ideally,
our product will cause no harm to any existing electronic system. We don't
want our product to accidentally retract the landing gear or crash the
payroll computer. And just as importantly, our equipment will continue to
work reliably, shrugging off RF fields and powerline noise."
That's all you need for the executive level description. If you want to go
to the next level, then loop through:
"We ensure the compatibility of our product by creating a model of the real
electronic environment, either from an established standard or by analysis.
We use this model to define a set of electronic environmental tests. When
our product is made to operate successfully in these model environments, we
maximize the probability that our product will operate harmoniously in its
market environment."
If they want even more information, see if they might like a summer intern
job in your lab.
Regards,
Ed
Ed Price
ed.pr...@cubic.com
Electromagnetic Compatibility Lab
Cubic Defense Systems
San Diego, CA USA
858-505-2780 (Voice)
858-505-1583 (Fax)
Military & Avionics EMC Is Our Specialty
Shake-Bake-Shock - Metrology - Reliability Analysis
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