What I Learned Getting a Tier 1 Manufacturer to Sign a JDA
When we started talking to a Tier 1 global wire and cable manufacturer about Galvorn, our advanced carbon material, I assumed the process would take years. Large organizations move slowly. They have procurement procedures, qualification committees and a long history of specifying copper. I figured we’d spend two years evaluating samples and having frequent discussions before we reached a formal, substantial agreement.
It didn’t go that way. Within roughly a year of first contact, we had signed a Joint Development Agreement (JDA). Looking back, I think I understand why it moved faster than I expected. And I don’t think the reason is what most founders in advanced materials would guess.