Do you feel that you have a good understanding of the value of your quote and proposal processes to your company? Is it something you’ve really thought about?
I’m going to challenge those who might answer “yes.” The first challenge: You probably haven’t thought about it that much. The second challenge: You’ve probably dramatically underestimated that value.
The value of these processes is direct, daily and in some cases, virtually inestimable, as they enable and unblock the growth of an organization. They relate directly to the image of your organization — the customer perception of professionalism and quality. The accuracy of quotes and proposals leads to good, win/win business. Overall organizational productivity can be dramatically and positively improved.
All of this can be worth tens or hundreds of thousands to a company, yet some are unwilling to invest as little as the price of a laptop and a few hours of time, while others may purchase the lowest-priced solution to save a few hundred dollars.
What is the right investment?
There are three investments you should consider when improving the infrastructure of your organization in the area of quote and proposal automation.
1. The investment in your quoting platform and tools.
2. The investment of *your time* in full and proper implementation of that platform.
3. The investment in professional services that gets you all the way there, cost effectively. Being cost-effective also means an appropriate and effective use of your own time.
We work with many companies that really need (and would greatly benefit from) investment in all three areas, but invest in only one, or perhaps two. This will not lead to maximum ROI, and may not even lead to basic success.
Under-investment in your quote and proposal automation can negatively impact your business for years to come, since most of us tend to live with mistakes far longer than we should.
