Abstract
This study clarifies how a small and medium manufacturing enterprise (SMME), which is a subcontractor to manufacturing firms, can continuously acquire new customers. A case study of a Japanese SMME in Higashiosaka city reveals that it acquires new customers in a consistent manner. The methodology used by this SMME is to exploit existing technology to acquire a new customer; further, the SMME learns a new technology from this customer and acquires an additional customer by exploiting this new technology. We find that the SMME facilitates this process by exploiting their partnerships with customers.
