By Sid Chadwick – 06/29/18
Published in American Printer

“When the great scorer comes to write against your name, he marks not that you won or lost, but how you played the game.”………………..Grandland Rice

INTRODUCTION:

We’re only talking about — improving your “Quote-Hit Ratio” — over…. 50%……….

As I was reviewing my client’s Quote Log Spreadsheet, a request from a different West Coast client — popped-up in my email:

“Do you have a Quote Log Spreadsheet we could study…. and then implement?”

A Sample “Quote-Log Spreadsheet” — should be at the bottom. Here are the elements I recommend (from left to right):

  • Quote #, Status, Date-In, Time-In, Date Due, Date Out, Time Out: Should be self-explanatory. Note: “Status” — can be designated by (J = Job; O = Still Open; L = Lost)
  • Customer Name, Description of Job Quoted, Expected Award Date, Delivery Date,  Job #: Should be self-explanatory.
  • Estimated Quote $ Value. What was quoted, in $’s
  • Value-Added $’s (Not Shown — But should be included): If we produce the job, what are the $’s available — to negotiate — to contribute to company overhead, labor, bottom line etc.
  • Follow-up Date: When should the first follow-up call occur — from our Inside Sales Rep, and to whom.
  • Follow-up Notes: As recorded by a skilled and experienced “Inside Sales Person” — perhaps the most valuable information, long-term — and can include — (a) why we won/did not win the work, (b) changes in specs, (c) negotiating information, (d) next opportunities expected, (e) information that Buyer would like/did like, (f) what next communications should include (including when), (g) was “Thank You” note written.

SUMMARY:

Yes, this “system” serves a “transactional process” — there’s significant transactional print bought —  (though we frequently encourage “Long-term Agreements).

My fairly consistent experience is that — if this process is implemented by an experienced, thoughtful, and somewhat skilled person — and — reviewed and discussed with a supervisor, frequently — the impact is an — “Increase in Quote Hit Ratios— of over 50%…!

Importantly — that last section, “Notes” — allows for the accumulation of forward-looking information, including — the ability of the purposeful supplier — to pre-empt the entire purchasing process.

Yes……we have clients — who swear by this process…..!

“For of all sad word of tongue or pen/the saddest of these, It might have been”……………………John Greenleaf Whittier

sample quote log

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