Blueberry has begun a new six-part series with Manufacturing & Engineering Magazine (MEM), looking at some of the commercial challenges shaping growth, competitiveness and customer relationships across manufacturing.

The first piece, The Revenue You’re Already Sitting On, starts with a familiar problem. Businesses can put a lot of time and effort into finding new opportunities, while good prospects already in the pipeline quietly stall. A quotation goes out. A technical conversation takes place. A prospect promises to come back next month. The opportunity is still technically live – but is it actually going anywhere?

The article looks at what happens in that gap, and why a pipeline that appears healthy on paper can still contain stalled opportunities. It explores how clearer ownership, better visibility and consistent follow-up can help commercial teams understand what is genuinely progressing – and where potential value may be slipping away.

It also gives manufacturers five practical questions to ask about their own pipeline, from identifying opportunities that haven’t moved to understanding whether every live prospect has a clear next step.

Published in Issue 550 of Manufacturing & Engineering Magazine, the piece marks the start of a wider series looking at commercial performance in manufacturing.

• Read the full article in MEM > The Revenue You’re Already Sitting On
• View Issue 550 of Manufacturing & Engineering Magazine > Latest Issue | MEM Magazine

Looking at similar commercial challenges in your business?

Sometimes generating more opportunities isn’t the first answer. Understanding what is already happening across the commercial journey can be just as valuable.

If the issues in this article feel familiar, we’d be happy to have a conversation. Blueberry works with organisations across a wide range of sectors to support business development, marketing, research, content and customer engagement.

Find out more about Blueberry Marketing Solutions

Coming next

Why Do Technically Brilliant Manufacturers Still Lose Work?

The next article looks at why technical strength alone doesn’t always win the order – and what buyers may be looking for beyond engineering capability when choosing between credible suppliers.

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About Angela

Angela Kunawicz is a content writer and editor at Blueberry Marketing Solutions, creating thought leadership, articles and case studies across the full range of sectors and services Blueberry support. Her work focuses on turning business insight, evidence and client experience into clear, useful content that helps audiences understand complex commercial issues.

© 2026 Angela Kunawicz & Blueberry Marketing Solutions. All rights reserved.