This is what a buyer checks before they shortlist a electrical and electronics supplier.
What does a buyer check before sending you Gerbers or a bill of materials?
They check your capability limits against the board — layer count, minimum track and gap, hole size, finish — and the IPC class you build to. A capability matrix with real minimums and maximums answers the whole first conversation and prevents quotes you would have to withdraw.
A hardware engineer has a design ready and is deciding which two or three suppliers get the files.
Reviewed 4 August 2026 · Written for electronics manufacturing services providers selling to business buyers
What does a buyer check before sending you Gerbers or a bill of materials?
What a buyer needs to identify the product
These are the fields a buyer scans before deciding whether you are worth contacting. Missing one of them usually ends the visit without an email.
- 1
Layer count range
The first filter on any board.
- 2
Minimum track and gap
Decides whether the design is manufacturable at your shop.
- 3
Minimum hole size and aspect ratio
Common cause of a design being bounced back.
- 4
Base material and Tg range
FR-4 grades, high-frequency and metal-core are different capabilities.
- 5
Surface finish options
HASL, ENIG, OSP and immersion finishes affect assembly and shelf life.
- 6
Maximum panel and board size
A hard constraint that is cheap to publish.
- 7
Assembly capability and volume band
SMT, through-hole, mixed and volume range shape the quote.
The documents buyers ask for
Not all of them belong on a public page. Naming the ones you can issue is what separates a supplier who can be audited from one who cannot.
| Document | What it proves | Where it belongs |
|---|---|---|
| Capability matrixAsked at: before files are sent | Your real minimums and maximums, parameter by parameter | Publish it |
| IPC class statementAsked at: technical qualification | Which acceptance class you build and inspect to | Publish it |
| ISO 9001 plus sector certificatesAsked at: vendor approval | Quality system, and IATF 16949, AS9100 or ISO 13485 where the sector demands it | Publish it |
| UL certification and file numberAsked at: products entering north american markets | Recognised construction for the board | Publish it |
| Test and inspection capability listAsked at: technical qualification | AOI, in-circuit test, flying probe, X-ray and functional test | Publish it |
| RoHS, REACH and conflict minerals declarationsAsked at: onboarding | Material compliance for the destination market | Publish it |
| ESD control programmeAsked at: audit | Handling controls against a recognised standard | Name it, share on request |
Where electronics and ems sites lose the enquiry
Each of these is common, cheap to fix, and costs an enquiry that never arrives — so nobody ever reports it.
"Advanced capabilities" with no parameter table
The engineer cannot check the design against your shop, so the files go to a supplier who published the numbers.
IPC referenced without a class
Class 2 and Class 3 are materially different acceptance criteria and a different price. Omitting the class reads as building to neither.
No statement on NDA and file handling
Hardware designs are the customer's core IP, and an engineer who cannot see how files are handled will not upload them.
What the enquiry form should ask
A form that collects these can be answered properly the first time. A form that collects a name and a message cannot.
Enquiry form — electronics and ems
Enough to reply usefully, short enough that a buyer finishes it.
- Gerber or ODB++ files
- Nothing can be quoted precisely without them.
- Layer count, size and quantity
- The core price drivers.
- Material and surface finish
- Changes cost and lead time significantly.
- IPC class required
- Determines inspection and yield assumptions.
- Assembly scope
- Bare board, assembly, or box build are different quotes.
- Destination and target date
- Compliance requirements and freight follow the destination.
Questions suppliers ask
How detailed should a capability matrix be?
Detailed enough that an engineer can check their design against it without contacting you: layer count, minimum track and gap, minimum hole, aspect ratio, maximum panel, materials, finishes and tolerances. It is the single highest-value page an EMS supplier can publish.
Should we publish our equipment list?
Yes — makes, models and counts for placement, reflow, AOI and test. Buyers use it to judge throughput and quality capability, and unlike a photograph it can be evaluated against their own volume requirement.
What should we say about IP and file confidentiality?
State plainly how files are received, who can access them, whether an NDA is signed before or after files arrive, and what happens to files after the project. This is often the deciding factor for a first-time customer and it is entirely within your control to answer.
Documents and standards named here are the ones buyers in this industry commonly ask for; requirements vary by market, customer and contract, so treat this as a starting checklist rather than a compliance list. Clearer pages can help discovery and evaluation. They do not guarantee rankings, AI citations, enquiries or revenue.
Illustrative
An enquiry from this search looks like: Material and surface finish · Layer count, size and quantity · Destination and target date · Gerber or ODB++ files
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