2012 best practices in bidding, estimating and quoting
DESCRIPTION
Companies have built huge sales pipelines and closed record deals in 2012. Learn how companies like yours are growing their sales pipelines and selling more by knowing their customers’ needs clearly—and accurately—using bidding, estimating and quoting systems. Find out: • Why accuracy is the first step in getting more from the sales cycle • How integration is the critical component to new business • Why the best "marketing" probably isn't what you think it isTRANSCRIPT
2012 Best Practices in Bidding,
Estimating and Quoting
Louis Columbus Cincom Systems
Bidding & Estimating Best Practices
Bidding & Estimating Best Practices
Bidding & Estimating Best Practices
Bidding & Estimating Best Practices
Bidding & Estimating Best Practices
Image source: http://www.boeing.com/companyoffices/gallery/images/military/fa18ef/e35-13-106.html
Significant upgrade to successful F/A-18 C/D • 25% larger aircraft and 33% more payload • 40% increase in unrefueled range • 80% longer “on-station” time @200 nm • 3 times greater “bring back” ordnance • 5 times more survivable • Improved reliability and maintainability Source: Lean Aerospace Initiative, MIT
Sources: WSJ, Purchasing.com, AMR Research Bidding & Estimating Best Practices
Best Practices in Quoting
Best Practices in Quoting
Taking Only the Most Profitable and Achievable
Orders
Increasing profits by knowing which deals to take
Manual, fragmented processes driving suboptimal decisions leading to lost opportunities
Lack of knowledge transfer from engineering to project management & Sales slows bids, estimates and contracts to a crawl
Lost profitability
due to lack of accuracy on quotes, bids and pricing
Lack of project
selection and prioritization
based on profitability
Input: RFPs,
Contracts Orders
Margins Output: Products and Services
Finding Competitive Advantage
Massive Overcommitments lead to lost sales and customers Lack of agility
and flexibility in responding to change orders and ECNs in a timely manner
Inconsistent & conflicting SLA performance &
compliance
Massive time drains due to
chaotic bidding, estimating and contract mgmt.
llifecycle
Input: RFPs,
Contracts Orders
Margins Output: Products and Services
Funding Competitive Advantage
Higher Customer
Satisfaction Levels
leading to greater profits
50%+ increase in
project completion rate, under budget and on schedule
67%
reduction
in quoting
and order
rework
4X reduction in
ECNs;
consolidation
of product
changes
34%
increase in
quoting &
pricing
accuracy
54% increase in
perfect order
performance
34% increase in
SLA
performance
and 25%
reduction in
compliance
costs
2X increase in
contract closure
rates; 58%
increase in
profitability from
better clause
management
Increasing profits by knowing which deals to take
Thank You
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