PIVOT READY: Define Your Value. Build Your Strategy. Find Your Next Market.

A Two-Day Workshop Series for Manufacturers

Every manufacturer has something unique to offer. The challenge is knowing how to say it, who to say it to, and how to get in front of them.

The Pivot Ready Workshop Series from MassMEP is a two-day, hands-on program that walks Massachusetts manufacturers through the complete playbook for entering a new market — starting with the foundation that most businesses skip: knowing and communicating your own value.

Using the clean energy sector as our live case study, you will build real tools across both sessions: a Value Proposition statement that sets you apart, a marketing strategy that reaches the right buyers, and a customer qualification system that stops you from wasting time on leads that will never close.

Why is this workshop worth 10 hours of your time?
Because most manufacturers who want to grow into a new market hit the same wall at the same three points:
• They cannot clearly explain what makes them different from every other manufacturer quoting the same job.
• They have no system for deciding which new leads are worth their time and which are not.
• They do not know how buyers in their target sector think, decide, or choose a supplier.

This workshop is built for any Massachusetts manufacturer looking to grow into a new market, sector, or product line. Throughout both sessions, we use the clean energy sector as our working case study — walking through real examples of how manufacturers are winning clean energy contracts and what it takes to compete. If you are already active in clean energy, these sessions will sharpen your positioning and outreach. If you are exploring it, this workshop will show you exactly what the opportunity looks like and help you decide if it is the right next move.

What You Will Walk Away With
• A Value Proposition statement tailored to your new target sector
• Customer segmentation and buyer persona tools for your new market
• A Mini Marketing Plan with one action you can launch within 30 days
• A 30/60/90-Day Marketing Implementation Roadmap
• An Ideal Customer Profile for the sector you are entering
• A Qualification Scorecard so you know which leads are worth quoting
• AI skills to find, research, and prioritize new customers faster

SESSION 1 — JUNE 16, 2026
9:00 AM – 2:30 PM
Define Your Value & Build Your Strategy
Value Proposition · Customer Segmentation · Marketing Strategy

Before you can win customers in a new sector, you need to be able to answer the question they will always ask first: “Why should I work with you instead of the supplier I already have?” Session 1 is built around answering that question — clearly, compellingly, and in language your new market actually uses.

In the morning, you will dig into the foundation of everything that follows: your Value Proposition. You will clarify your mission and why your company exists, map the unique value you already deliver, and build a Value Proposition statement that is specific enough to open doors in a new sector. Through exercises on best and worst customers, value-added services, and strategic ROI mapping, you will uncover differentiators you may not have known you had.

In the afternoon, you will take that value into the market. You will learn how buyers in the clean energy sector actually make decisions — and how to meet them where they are at each stage of their buying journey. You will map marketing strategies to each buyer stage, use AI to draft real outreach, and build a one-page Mini Marketing Plan before you leave.

SESSION 2 — JUNE 23, 2026
9:00 AM – 2:30 PM
Find, Qualify & Win Your Next Market
Customer Qualification · Lead Strategy · AI-Powered Prospecting · Growth Planning

You know your value. You know your strategy. Now it is time to go find the customers. Session 2 is the most hands-on session of the series, built around the practical tools and systems that manufacturers use to identify the right opportunities, stop wasting time on bad-fit leads, and build relationships that turn into long-term contracts.

In the morning, you will build your Ideal Customer Profile for your target sector and create a Qualification Scorecard — a go/no-go decision tool that tells you immediately whether a new lead is worth your time. You will calculate the real cost of quoting unqualified leads, and learn how to approach startups and scale-ups in the clean energy space with the right expectations and protections.

In the afternoon, you will use AI tools to find real potential customers in your target sector, run them through your scorecard, and practice the conversations that move from an RFQ to a strategic partnership. You will close Session 2 — and the full workshop series — with a 30/60/90-Day Implementation Roadmap and a private reveal of your next step with MassMEP.

Who Should Attend
This workshop is open to all Massachusetts manufacturers. You will get the most from both sessions if you are:

• A contract manufacturer looking to diversify your customer base
• A manufacturer exploring the clean energy sector and not sure where to start
• A business owner or sales leader building a more repeatable growth process • A company that knows what it does well but struggles to explain it to new customers
• A manufacturer who has tried to enter a new sector and gotten stuck
• A minority- or women-owned manufacturer ready to compete in a growing sector

Register Here