Planning a job is one thing—getting it through the shop without chaos is something else entirely. In part two of our Managing Orders series, we move beyond quoting and scheduling to the messy reality of production: where kitting falls short, setups go long, expectations don’t match reality, and quality gets squeezed when time runs out.

We’ve seen it happen. A setup that was budgeted for two hours takes six. Why? Because the job wasn’t kitted right. Because the estimator used wishful thinking. Because no one raised their hand when they knew the target was off. It’s not just frustrating—it’s a breakdown in accountability and trust across your team.

This episode is about fixing those breakdowns. We unpack how better handoffs, clearer documentation, and stronger internal service mindsets can completely transform your process. From shift tie-ins and floor leads to process development and postmortems, we share how to build a shop where problems get solved before they become expensive.

Because making chips isn’t just about getting to the spindle—it’s about building a culture where everyone owns their part of the process, and where your systems hold up even when the pressure’s on.

• (0:00) Why planning isn’t enough—execution is where things break
• (0:43) Grow your top and bottom-line with CLA
• (2:00) The dangers of “sharpening the pencil” on setup time
• (5:25) Why you must separate first-time setup from recurring setup targets
• (6:35) The hidden costs of poor kitting and missing tools at setup
• (11:21) Tribal knowledge, shift leads, and how to monitor execution in real time
• (14:08) Creating a culture where machinists feel safe to speak up
• (17:58) “Tiger Teams” and how to solve setup issues in the moment
• (20:56) Top Shops
• (21:22) Documenting feedback through process development and tying it to improvement
• (24:20) Using shift tie-ins and handoffs to reduce lost context
• (25:40) Rethinking quality: from bottleneck to built-in step
• (34:08) Treating vendors like internal customers and setting them up for success
• (38:15) The final handoff: why packaging, paperwork, and delivery are part of your brand
• (43:45) Final takeaways: document your process, eliminate failure points, and keep improving
• (47:46) Why you need to listen to the Lights Out Podcast 

• The Automation Trap: Why Automating Chaos Won’t Save You, Ep #18 
• Vericut
• Hexagon Maestro
• The E Myth

• www.MakingChips.com
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Once the PO comes in, it’s easy to fall into the trap of “just get it done.” But if we don’t manage orders with intention and clarity, we’re setting ourselves—and our teams—up for chaos. In this episode of the Machine Shop MBA series, we break down what it really takes to run a smooth, efficient production floor.

This isn’t just about buying software or printing a checklist. It’s about building a culture where planning is seen as an act of leadership, not overhead. We share lessons from our own experiences—like rebuilding internal systems from scratch and learning the hard way that quoting means nothing if we can’t deliver on time.

We explore how order management touches everything: lead times, stress levels, team morale, and profit margins. We talk about what it means to serve internal customers, how to build standards everyone can actually follow, and why checklists might just be the most underrated tool in your shop.

If we want to stop firefighting, reduce turnover, and grow a business that lasts, we need to start treating order management like the strategic function it is. Because without a plan, even good shops fall short.

• (1:39) Stay tuned: Top Shops 2025 registration coming soon!
• (2:40) Paul’s early lessons from Pro CNC
• (4:59) The role of ERP systems and process discipline—even for small shops
• (8:18) Why you need a detailed process for making parts (with associated timing)
• (12:04) Identifying bottlenecks early: the Herbie analogy and long lead-time items
• (15:19) Planning as leadership: how we reduce chaos and stress for our teams
• (17:12) What “kind leadership” actually looks like
• (18:49) The power of checklists for staying on-track
• (21:25) Grow your top and bottom-line with CLA
• (23:02) Defining complete and accurate: internal customers and downstream clarity
• (27:40) Scheduling mistakes: why poor input ruins even the best software
• (31:06) How we build lead-time buffers and deal with vendor risk
• (35:37) Letting ERP guide quoting, planning, and scheduling
• (38:51) Investing time to save time: building in space for continuous improvement
• (43:30) What great kitting actually looks like—and how it cuts setup time
• (47:47) Wrapping up Part 1—with a joke, of course
• (48:47) Why investing in ProShop ERP is investing in your business

• Stay tuned: Top Shops 2025 registration coming soon!
• The Tech Stack Advantage
• Profit Starts with the Quote
• “The Goal” By Eliyahu Goldratt
• “The Checklist Manifesto” by Atul Gawande
• The KAIZEN™ methodology
• ProShop Setup Reduction Guide

• www.MakingChips.com
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Are you losing money before the job even hits the floor?

If your quotes are based on outdated spreadsheets, rough guesses, or a “that’s what we’ve always charged” mindset, you might be setting your shop up to fail—before the first chip falls. In this episode of the Machine Shop MBA series, we tackle one of the most common (and costly) problems in manufacturing: bad quoting.

Mike shares lessons from five shop acquisitions—each one quoting the wrong way. Paul lays out a clear framework for cost modeling, from flat-rate estimating to activity-based precision. And Nick brings it all home with real-world strategies for walking away from unprofitable jobs and quoting with confidence.

You’ll learn how to:

• Break down your true cost per hour (and why most shops get it wrong)
• Quote faster and win better work
• Tie quoting to sales strategy and customer fit
• Eliminate jobs that quietly kill your margin

Because quoting isn’t just a math problem. It’s a leadership decision—and the future of your shop depends on getting it right.

• (0:00) Friday energy, name mispronunciations, and intro banter
• (1:01) Why ProShop can help you achieve on-time delivery
• (2:34) Common quoting mistakes usually stem from broken models
• (6:25) Scarcity mindset vs. abundance mindset in quoting decisions
• (7:45) The four cost buckets you need to understand
• (9:22) Estimating 101, 201, and 301: building smarter quoting systems
• (12:58) How automation changes the math (or does it…?)
• (16:20) Value-based pricing: how some shops quote with confidence and win
• (18:00) Customer transparency: when it helps, and when it hurts
• (19:50) Sales pressure and quoting leverage: why quoting ties back to marketing
• (21:05) Calculating machine rates: depreciation, utilization, and more
• (24:30) Overhead, tooling, scrap—when to include it, and how
• (25:22) Stay tuned for Top Shops 2025 registration! 
• (27:45) Quoting efficiency: Don’t win everything—win smart
• (30:42) Win rates: Why 100% is a red flag, and 40% might be just right
• (34:20) Speed-to-quote: The biggest untapped quoting advantage
• (37:43) Don’t forget to charge for review, prep, and inspection
• (39:32) Kill the losers: How to identify and eliminate unprofitable jobs
• (44:38) Use quoting as a filter for new customer relationships
• (46:15) Knowing your limits and stretching your niche
• (51:17) Recap and preview: How quoting connects to sales, strategy, and growth 
• (55:30) Grow your top and bottom line with CLA

• ProShop can help you achieve on-time delivery
• Episode #73: A Recipe for Winning High-Volume Work
• Stay tuned for Top Shops 2025 registration! 
• Machine Rate Spreadsheet
• FedEx French Benefits Commercial

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Before you spend a dime on advertising—or hire a marketing agency—you need to answer one foundational question: Who exactly are you trying to reach? 

In this episode of the Machine Shop MBA series, Nick, Mike, and Paul sit down with Joe Sullivan, co-founder of Gorilla 76 and host of The Manufacturing Executive podcast, to break down the strategy behind smart marketing for job shops.

Joe makes one thing clear from the jump: marketing isn’t just sales turned up louder. Instead, it’s about building trust before the buying conversation even starts. That means identifying your ideal customer profile (ICP), understanding their pain points, and crafting messages that speak directly to them—so when they’re triggered to buy, they already know who you are.

The conversation dives into the practical side of marketing strategy: defining your total addressable market, publishing your ICP, understanding buyer personas, and turning a few high-quality content pieces into lead-generating machines. Joe also shares real-world tips for measuring ROI, why your content distribution matters more than volume, and how even a 10-person shop can build a consistent, credible marketing engine.

Whether you’re starting your marketing journey or rethinking your current efforts, this episode gives you the roadmap to go from aimless activity to strategic growth. Stop being invisible—and start being the shop your best-fit customers call first.

• (0:37) Grow your top and bottom line with CLA
• (2:50) Capturing demand vs. creating demand: Where shops go wrong
• (5:40) Defining and scoring ideal customers by fit and behavior
• (7:24) Why publishing your ideal client criteria helps filter leads
• (8:57) Step #1: Sizing your market realistically
• (13:00) “Riches are in the niches”: How tight positioning builds credibility
• (16:52) ICP vs. persona: company fit vs. human influencers
• (20:08) Foundational marketing steps to complete before execution
• (26:27) Moving from research to messaging: Strategy before tactics
• (30:15) Stay tuned: Top Shops 2025 registration coming soon
• (31:30) Playing the long game: Becoming next in line when a vendor fails
• (33:44) Content campaign thinking: Repurposing and repeating your core message
• (39:20) How to position your machine shop online (i.e. equipment list)
• (43:27) Bad blogs and lorem ipsum: When marketing is clearly an afterthought
• (44:43) Diving intro distribution—How to make content work for sales enablement
• (47:22) How do I know if it’s working? Metrics that matter.
• (50:10) The real role of marketing vs. sales
• (54:17) The shift from reactive to proactive: Marketing as a strategic function
• (58:57) Closing thoughts: Play the long game, be specific, stay consistent
• (1:03:57) Bonus question: The importance of personal branding vs. company branding
• (1:08:05) Why you need to listen to the Lights Out Podcast 

• The Tech Stack Advantage
• The Manufacturing Marketer podcast
• Building a StoryBrand
• Obviously Awesome
• New Sales. Simplified. 
• [email protected]
• The Manufacturing Culture Podcast
• Rapidfire Manufacturing 
• Next Gen MFG

• www.MakingChips.com
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This might be one of the most important conversations we’ve had in the Machine Shop MBA series—because we’re unpacking a mindset that quietly limits the growth potential of so many shops: the “cashier model.”

We’ve seen it time and time again—shops waiting at the counter for purchase orders to roll in, instead of actively building relationships, solving problems, and driving new revenue. That model might work for a while, but over time it leads to stagnation. That’s why we brought in Mike Fritz, a fellow host and the mind behind Machine Shop Growth, to break down exactly why shops get stuck—and how to break out of it.

Together, we explore the three customer types every shop must understand: current, dormant, and new. We share how we approach each one, the psychology behind why they buy, and the specific tactics we’ve used to unlock more value from the accounts we already have—while building smart pathways to growth.

If you’ve ever looked at your sales numbers and wondered why things aren’t growing the way they should, this episode might explain why—and what to do next.

• (0:00) Getting back into the groove & introducing the sales topic
• (0:50) Top Shops 2025 is coming up in Charlotte, NC!
• (1:50) Welcoming Mike Fritz back to the show
• (5:30) The “cashier model” and how it quietly limits shop growth
• (13:38) Why you need to love on your current customers
• (21:43) Account management tactics that unlock growth
• (27:24) Psychology of current customers and how to earn more work
• (32:06) Grow your top and bottom line with CLA
• (34:00) Strategies to win new customers in your niche
• (42:00) The importance of top-of-mind awareness
• (45:30) Hiring for network strength and turning people into growth assets
• (47:55) How to leverage a CRM to get in front of customers
• (53:09) How to reignite a dormant customer
• (1:03:41) Being a sales-driven organization gives you options
• (1:07:58) 3 reasons to listen to Buy the Numbers

• Brownies.com
• HireMFGleaders.com 
• Use Interviews to Discover Your Brand and Get More Business
• How to Build Manufacturing Buyer Personas
• Machine Shop Growth Podcast

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When you're launching or scaling a machine shop, it’s easy to think of software as a cost—something you "have to have" just to get by. But what if your tech stack could become your sharpest competitive edge? 

In this episode of the Machine Shop MBA series, we are joined by returning guest and digital strategy expert Bryce Barnes to unpack why your software decisions might matter more than your next CNC machine purchase. They explore how an intentional, integrated digital backbone isn’t just for managing data—it’s about accelerating sales, boosting throughput, and future-proofing your shop.

We share our own journeys with building digital infrastructure from scratch, transitioning off spreadsheets, and how we now see our systems as a key part of our brand. The reality is, when your systems are dialed in, they don’t just save time—they win work. We’ve seen it ourselves: customers are more confident, audits are smoother, and top talent is easier to attract when you run a modern, connected operation.

We break down the key components of a modern machine shop's digital ecosystem—from ERP and QMS to CAD/CAM, CRM, and even the email domain you choose when naming your business. We explain how integrations reduce risk and waste, why starting early simplifies everything later, and how a great tech stack not only saves time but wins customers.

Whether you're quoting parts on an Excel sheet, trying to choose your first ERP, or just curious how cloud, AI, and machine monitoring can fit into your daily operations, this episode is an essential listen. It's not a tech tutorial—it’s a business strategy conversation every shop owner needs to hear. The takeaway? Don’t tack on software as an afterthought. Build your shop around it.

• (0:00) Broken spreadsheets and the hidden dangers of quoting errors
• (0:35) Let ProShop ERP help you achieve on-time delivery 
• (2:10) Why the MBA series is resonating with startup shop owners
• (3:26) From machines to mindsets: introducing the digital backbone
• (5:32) What a tech stack actually includes (and why it matters early)
• (6:48) How shops can and should go paperless
• (8:29) Email addresses, domains, and the perception of professionalism
• (9:10) Tech stack mindset: cost center vs. competitive advantage
• (13:21) CRM, marketing, and quoting: connecting the whole flow
• (16:54) The case for seamless data flow and integration
• (18:10) Human input, machine monitoring, and minimizing mistakes
• (20:11) Designing your workflows digitally, not retrofitting after
• (21:35) The value of ERP systems built specifically for machine shops
• (25:58) Grow your top and bottom line with CLA
• (27:42) A jaw-dropping machine monitoring story from aerospace
• (29:45) Where to start with scale: communications and safety
• (32:40) Matching tech stack to business model (high-mix vs. high-volume)
• (35:02) Involving your team in tech decisions increases buy-in and success
• (36:13) Choosing tools with a strong community and support ecosystem
• (39:00) Pros and cons of cloud infrastructure for manufacturers
• (43:30) The hidden cost of old tech: attracting and retaining talent
• (46:30) Getting IT help doesn’t mean hiring full-time staff
• (47:00) A lean and logical order to build your tech stack from day one
• (50:00) Don’t forget cybersecurity—it’s essential, not optional
• (51:40) Why early investment pays off more than late retrofitting
• (53:00) Your tech stack is also your sales pitch
• (54:00) The virtuous cycle of the right tools: fewer mistakes, more wins
• (55:35) What’s next: Building your brand and growing your sales 

• Tech Stack Checklist 
• Your 6-Step Guide to Achieving Over 95% On-Time Delivery
• ProShop ERP
• Paperless Parts
• Grow your top and bottom line with CLA
• Quickbooks
• Xero

• www.MakingChips.com
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What happens when a young marketer decides to stop chasing every client and instead zeroes in on one industry? You get Gorilla 76—a leading agency that’s spent nearly two decades helping B2B manufacturers connect, grow, and lead. In this special episode of MakingChips, the team sits down with Joe Sullivan, co-founder of Gorilla 76 and host of three powerhouse podcasts, to officially welcome him into the MakingChips Network.

Joe opens up about the early missteps of trying to be everything to everyone—and how discovering a niche in mid-size manufacturers changed the game. The conversation touches on everything from how content marketing builds trust, to why ditching a break-even product line can be the smartest growth move you’ll ever make. Along the way, the hosts reflect on their own decisions to niche down, double down, and expand the MakingChips mission.

But this episode isn’t just a reunion. It’s a launchpad. Joe and the team announce the addition of “The Manufacturing Executive,” “The Manufacturing Marketer,” and “The Manufacturing Employer” to the MakingChips Network—further cementing their collective goal: to equip and inspire the next generation of manufacturing leaders.

If you’ve ever asked yourself how to stay relevant in an industry changing faster than ever, this one’s for you.

• (2:38) Nick introduces Joe and how Gorilla 76 helped shape his own journey
• (4:28) The origin story behind the name “Gorilla 76”
• (6:01) Biggest early mistake: trying to serve everyone instead of niching down
• (7:55) Mike shares his own lesson from cutting a product line to grow faster
• (9:26) MakingChips’ brief foray into agency work—and why they walked away
• (10:32) Joe’s IMTS keynote: marketing in a changing manufacturing landscape
• (15:36) Introduction of Joe’s three shows joining the MakingChips Network
• (16:23) Overview of Joe’s podcast, “The Manufacturing Executive”
• (18:30) Learn about “The Manufacturing Marketer” and the Industrial Marketing Collective
• (20:06) Overview of “The Manufacturing Employer” and its focus on people
• (21:07) The real value of implementing ProShop ERP
• (22:42) The ROI of podcasting and learning from your audience
• (25:20) Rundown of other MakingChips Network shows
• (32:30) Why holding onto “how we’ve always done it” is a risk
• (36:03) The best way to gain attention is to pay attention first
• (37:51) Why you need to listen to Machine Shop Mastery 

• Connect with Joe Sullivan on LinkedIn
• Gorilla 76
• The Manufacturing Executive
• The Manufacturing Marketer
• The Manufacturing Employer
• The Industrial Marketing Collective
• The real value of implementing ProShop ERP

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What if every trade show, manufacturing podcast, and business resource you needed was just a few clicks away?

That’s the vision behind The Home of MFG, a new online hub created by Chris Stevens—a manufacturing leader who got tired of fragmented information and decided to build a centralized, open-access platform for the industry. In this episode, we dig into Chris’s journey from sweeping shop floors to launching an ambitious initiative aimed at organizing the chaos of manufacturing content.

We talk candidly about how hard it’s been to simply find the right events to attend or shows to listen to, and why the current landscape of Google searches and paywalls just isn’t cutting it. Chris shares the origin story behind The Home of MFG, his growing database of over 40 podcasts and hundreds of events, and how he’s turning feedback into new features, filters, and community-powered tools.

From free templates to a future podcast of his own, Chris isn’t just curating content—he’s building a digital ecosystem that brings the manufacturing community together. Whether you’re a shop owner, engineer, marketer, or maker, this conversation will leave you feeling inspired to share, connect, and contribute.

• (0:15) Achieve on-time delivery with ProShop ERP
• (2:20) Chris shares his origin story in CNC and manufacturing
• (4:36) The spark for “Home of Manufacturing” and the gap it aims to fill
• (6:00) Creating a centralized, ungated directory of events and podcasts
• (9:24) The overwhelming scope of manufacturing events and how to filter them
• (13:45) Indexing manufacturing podcasts and the potential for cross-industry insights
• (16:05) Why you need to listen to the Machine Shop Mastery podcast
• (22:00) Future plans: podcasts, tool libraries, templates, and community improvement 

• The Home of MFG
• Connect with Chris on LinkedIn

• www.MakingChips.com
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If inspection is the bottleneck in your shop, you’re not alone—and this episode might just be your blueprint for breaking through it. We sat down with the team behind MAESTRO, the latest release from Hexagon’s Manufacturing Intelligence division, to explore how a complete reinvention of the coordinate measuring machine (CMM) is shifting quality control from a necessary evil to a productivity enabler.

MAESTRO isn’t just faster or sleeker—it’s smarter. Built from the ground up with the realities of today’s shops in mind, it tackles challenges like workforce shortages, inconsistent programming skills, and disconnected systems. With Shawn Thelen and Jörg Deller from Hexagon joining us, we get into how this all-digital, automation-ready CMM uses no-code software, digital twins, and smart integration to become a seamless part of the production process.

We loved hearing how Hexagon developed five key user personas to design MAESTRO for real people—not just ideal conditions. Whether you’re a seasoned metrologist or a machine operator cross-trained on quality, this system aims to make measurement intuitive, reliable, and lightning-fast.

And if you’re on the road to lights-out manufacturing, the implications are huge. With real-time MES integration, remote diagnostics, and even the ability to support automatic offset corrections, MAESTRO isn’t just measuring—it’s making decisions. For shops serious about throughput, this episode shows how smart metrology can finally keep pace with the rest of your operation.

• (0:00) How Hexagon is turning quality into a power play
• (3:31) Introducing today’s guests(s) and topic
• (5:57) Stationary metrology vs portable metrology
• (6:25) Why CMMs haven’t evolved—and what Hexagon is doing about it 
• (10:02) Building MAESTRO around five real-world user archetypes
• (13:06) Voice-of-the-customer feedback and shaping product features
• (15:15) Real shop struggles: why CMMs feel like a "necessary evil"
• (22:06) MAESTRO’s digital twin and no-code environment explained
• (27:08) How MAESTRO integrates with MES and enables smart automation
• (28:46) OEE, bottlenecks, and the role of metrology in real ROI
• (32:25) MAESTRO in practice: speed, feedback, and the smart machine eye
• (36:36) Getting closer to lights-out: standard protocols and future-proofing
• (39:50) Where and when you can see MAESTRO live 

• Connect with Shawn on LinkedIn
• Connect with Jörg on LinkedIn
• Follow Hexagon Manufacturing Intelligence on LinkedIn
• Learn more about MAESTRO

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If you’re in the trenches of manufacturing like we are—running a shop, growing a business, or even dreaming of starting your own—this episode is going to hit home. We’re diving deep into the real challenges and choices that come with equipping a machine shop. It’s not just about what machine to buy; it’s about how to make smart, future-proof decisions that keep your business agile and competitive. 

We walk through what it really takes to get started, from the very first piece of equipment to building an infrastructure that can handle growth. It’s a real-world conversation on budgets, strategy, and how to stretch your dollar without cutting corners that matter.

We talk openly about our own experiences—the good, the bad, and the costly. Whether it’s figuring out if we should buy new or used, or realizing after the fact that we didn’t budget for tooling, coolant, or the right chip conveyor, we’ve made the mistakes so you don’t have to. 

We even get into the nitty-gritty of power and air requirements, something that can seriously bottleneck your operation if overlooked. It’s not glamorous, but it’s the kind of stuff that makes or breaks a shop’s ability to deliver and grow.

What’s great about this episode is that it’s not just our perspective. We brought in Keith Granno, a guy who’s been around the block more times than most in machinery sales. While we focus on what we’ve learned from running our own shops, Keith gives a broader view—what he’s seen work across hundreds of different businesses. 

He’s sold everything from entry-level mills to million-dollar systems, so he knows what it takes at every level. Together, we cover how to think about versatility, automation, and preparing for the jobs we don’t even have yet. If you want to set your shop up for long-term success, this episode is your blueprint.

• (0:00) Introduction of guest Keith Granno and the range of machines he’s sold
• (0:33) Take the Modern Machine Shop Top Shops survey
• (7:27) Starting a machine shop: budget machines vs. high-end equipment
• (12:39) Importance of having a known customer or diving in without one
• (16:44) Choosing niche equipment based on market demand and local gaps
• (18:22) New vs. used machinery: depreciation, risks, and inspections
• (23:13) The value of machine inspections and warranty limitations for used machines
• (26:43) Common mistakes in buying machines: budgeting beyond the machine itself
• (28:51) Aligning machine purchases with business vision
• (31:35) Key factors when selecting machines: size, tooling, automation, spindle specs
• (36:31) The role of sales reps in ensuring proper machine specs
• (37:25) Learn how to grow your top and bottom line with CLA
• (40:35) Infrastructure deep dive: power requirements, costs, and real-world constraints
• (45:55) Air systems in a shop: compressors, tanks, dryers, and why they matter
• (50:48) Considerations for tooling, fixtures and workholding 
• (1:01:07) Keith’s thoughts on shop layout and efficiency
• (1:07:54) The importance of MEP programs to manufacturing 
• (1:11:12) How to get connect with Keith & TITANS of CNC
• (1:12:42) Find a salesperson you trust to help you build out your shop
• (1:16:14) Why you should check out the Buy the Numbers podcast

• The Art and Science of Buying Machines
• Take the Modern Machine Shop Top Shops survey
• The Quiet Cut That’s Loudly Threatening Small Manufacturing
• Connect with Keith on LinkedIn

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