2012 Best Practices in Bidding, Estimating and Quoting


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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 is

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2012 Best Practices in Bidding, Estimating and Quoting

  1. 1. 2012 Best Practices in Bidding, Estimating and Quoting Louis Columbus Cincom Systems
  2. 2. Bidding & Estimating Best Practices
  3. 3. Bidding & Estimating Best Practices
  4. 4. Bidding & Estimating Best Practices
  5. 5. Bidding & Estimating Best Practices
  6. 6. 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, MITImage source: http://www.boeing.com/companyoffices/gallery/images/military/fa18ef/e35-13-106.html Bidding & Estimating Best Practices
  7. 7. Bidding & Estimating Best PracticesSources: WSJ, Purchasing.com, AMR Research
  8. 8. Best Practices in Quoting
  9. 9. Best Practices in Quoting
  10. 10. Taking Only theMost Profitableand Achievable Orders
  11. 11. Increasing profits by knowing which deals to take Input: RFPs, Contracts Orders Margins Finding Competitive Advantage Output: Products and Services Massive Lost Lack of knowledge Overcommitments lead to Lack of profitability Lack of agility transfer from lost sales and customers project and flexibility in engineering to project Manual, fragmented Inconsistent & Massive time due to lack ofselection and responding to management & Sales processes driving conflicting SLA drains due to accuracy onprioritization quotes, bids change orders slows bids, estimates suboptimal decisions performance & chaotic bidding, based on and pricing and ECNs in a and contracts to a leading to lost compliance estimating and profitability timely manner crawl opportunities contract mgmt. llifecycle
  12. 12. Increasing profits by knowing which deals to take Input: RFPs, Contracts Orders Margins Funding Competitive Advantage Output: Products and Services Higher Customer Satisfaction 50%+ Levelsincrease in 2X increase in leading to 34% 34% increase in greater project 4X reduction in 67% 54% increase in contract closure increase in SLA profitscompletion ECNs; reduction perfect order rates; 58% quoting & performancerate, under consolidation in quoting performance increase in pricing and 25%budget and of product and order profitability from accuracy reduction inon schedule changes rework better clause compliance management costs
  13. 13. Thank You
  14. 14. For more information visit: http://erp.cincom.com/ lcolumbus@cincom.com  2012 Cincom Systems, Inc. All Rights Reserved Developed in the U.S.A.CINCOM, the Quadrant Logo, and Simplification Through Innovation are registered trademarks of Cincom Systems, Inc. All other trademarks belong to their respective companies.