Why Are We Too Busy..... To Improve Our Results.....?

sarahogburncc
Aug 26
2 min read

By: Sid Chadwick, August 26, 2025

INTRODUCTION:

Offering options on a Quote…that were not requested, but that get your Buyer’s attention – raise your probability of engaging: (a) a meaningful dialogue with your Buyer, and (b) if you are patient – and thoughtful – Winning the Project - at better margins….!

Let’s look at a few suggestions – that seldom occur:

What is the frequency this project occurs? Any project that repeats 3 or more times a year represents opportunities for your Production Team to “continuously improve production times – and final margins…!” (Seldom asked!)
Note: If this project is probably needed again in approx. 90 days (Did we ask…?), many Buyers will allow you to produce the 2nd Order with the 1st – and store it for “No Holding Charges” – with your Buyer receiving the benefit of additional emergency product being available, with no Emergency Production Costs incurred.)
Is this a Project that “really fits” your production flow…? (You’ll beat your standards.)
Can this Project be produced in “Week #5” of a 5-week month….? (Fixed costs for your company are already paid by other work in weeks #1 to #4…!) Pricing Discounts and Extra Bottom-Line Margins should both be available…!
Is there a slightly heavier paper that your Press would run much faster…? (Many customers prefer a heavier weight…!)
Can the finished Quantities your Buyer really needs be delivered as requested, but 50% or more of the Project delayed till the 1st week of the following month, when Finishing is often slow…?
Take a look at your Production Schedule’s paper requirements. Is your Project’s Paper Stock - requested by other Customers – also? (It’s OK to be lucky, if we know how to “cash-in”.) Paper Merchants often provide requested pricing discounts, if quantities requested justify the discount. (Amazingly, many Estimators don’t request a discount from the paper merchant.)
Some major Customers have seasonal cycles in their cash flow. If your organization has adequate reserves, allowing extra terms such as 60 or 90 days in periods of cash shortfalls for a major Customer can not only win the project but often generate several extra points of margin. Smart Sales Reps learn the cash flow seasonal needs of major Customers.

SUMMARY:

This is but a beginning list - to get your creative juices flowing….!

We seldom see Quote Letters that offer creative options that Buyers didn’t request, but which can radically change the outcome in your favor.

Most Buyers like creative options – that make sense….Over time, they look to you for suggestions – outside their original specs…. and Quote request process.

Start your own List of Options for Winning Work, at Better Margins…!

When we offer Options in a Quote for a better outcome, we’re on our way to winning….!