Why adopting a differentiated approach?
The sales funnels
The opportunities detected by marketing and sales efforts must be sorted into:
The conversion rate between these two categories of opportunities is often very different.
The conversion rate of prospect opportunities is often quite low and often 80% of the
workload spent on quotes represents 20% of the turnover.
The differentiated approach to quotes
This simply consists of employing processes adapted to different customer expectations, for example:
Costing in one day: material part accurate to within 25%
Costing in less than three days: material part accurate to within 10%
Costing in less than ten days: material part accurate to within 2 ~ 3%, includes labor
What are the advantages of quickly costing just the material part?
We can establish contact with the customer as quickly as possible to identify specific expectations to then optimize and complete the costing and thus convert more opportunities.