Situation:
A commercial and residential electrical contractor needed to get a better handle on their sales and bidding activity. The company was looking to standardize its quoting process, and at the same time gain visibility of quotes that were being sent out to customers.
Complication:
One issue they had was their 8 salespeople all used their own Excel estimating sheet as well as proposal forms. The quotes were all quite different from each other. They contained different levels of detail, had different supporting documents, and were not very professional looking overall. In addition, the salespeople’s email box was the only place their quote information was stored, which no one else had access to, not even their managers.
Resolution:
By leveraging our platform the customer was able to import a standardized Excel estimating sheet that auto-populated a standardized proposal template, which they easily emailed from the same system. Not only did this make the company look more professional, but everything was now stored in one central place and organized. Managers could immediately see who sent what bids to which clients and they could track their win-loss percentages.
We were able to take it one step further for this client. Because we were importing all the job estimate information, the accounting team was able to import the job contract and budget data directly into their accounting system when they won the bid! There was a huge boost in productivity because they were now automating job setup, contract amounts, budgets, customers, and service sites in their accounting system with a click of the mouse.
Impact:
- Ability to track bid volume, win percentages, and salesman activity all in one place
- Sales forecast accuracy increased by nearly 65%
- Margins became very consistent and resulted in a 12% increase in bid acceptance
- Radically reduced manual data entry for job setup by 75% in the accounting department
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