Most shops quote aerospace work the same way they quote everything else. That's the problem.

In Episode 33 of the Machine Shop Growth Podcast, Kirk Phelps gets into the tactical details of how to stop underquoting and make aerospace work actually profitable — from choosing what to chase to pricing it right.

Kirk introduces the Ideal Part Profile framework: a three-tier system to define the work your shop is best at, decent at, and capable of but not built for. He breaks down why variable margins matter — factoring in payment terms, material cost, workload, and critical features — and why your win rate is one of the most honest signals about whether your pricing is right. He also cuts through the noise on ITAR and CMMC, explaining who really needs to worry about each and why spending a quarter million on a cert you don't need is one of the worst strategic moves a shop can make.

Key topics covered:

• Building your Ideal Part Profile (3-tier framework)

• Variable margin strategy for aerospace quoting

• The PITA Factor: pricing high-risk, critical-feature parts

• Why a 30–40% win rate is your target, not your ceiling

• ITAR compliance: what's at stake and what to do

• CMMC: separating policy from fear-mongering

• How lead time and payment terms affect your true margin

"If you're winning over 40% of your quotes, you need to seriously rethink how much you're charging." — Kirk Phelps

Available on Spotify, Apple Podcasts, YouTube, and all major podcast platforms.