The part of my job that is particularly gratifying is when I've developed enough trust that a customer calls me, not because of my line card, but because they know I have a broad background in instrumentation and controls.  As this point the relationship has clearly advanced to helping a customer engineer a solution rather than simply quoting and shipping an instrument.

I also find it gratifying when a prospective principal calls us via the recommendation of a customer. This truly is a business dependent on your reputation.

 When you are staring at an endless sea of sage brush and a ¼ tank of fuel and you are running late to a mine in NV, that is not the time to begin looking for a donut shop.