Services
Quoting
Services organizations are unique. Instead of selling products, they sell services — from professional services to consulting services to asset-based services. They deserve to sell using a quoting solution purpose-built to exceed the expectations of modern services customers.
Services Quoting
Services organizations are unique. Instead of selling products, they sell services — from professional services to consulting services to asset-based services. They deserve to sell using a quoting solution purpose-built to exceed the expectations of modern services customers.
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Professional Services quoting: a solution built for services organizations
For years services organizations have relied on three methods for scoping and quoting their projects:
- Manually building and managing spreadsheets hosted on individual hard drives
- Using tools designed to configure, price, and quote (CPQ) product orders
- Cobbling in-house solutions with additional services technology
Yet services organizations still grapple with sales cycles prone to errors, collaboration issues, and a limited ability to make necessary adjustments. Why? Because manual spreadsheets and product CPQ solutions do not map to the unique needs of services organizations.
Maximum
Revenue
Optimize
Margins
Operational
Efficiency
Ensure
Compliance
The key challenges for services organizations
Demand for services is booming. However, as the need for more services offerings increases, the talent pool for the market is shrinking and margin optimization is replacing the “growth at all costs” mentality.
Organizations that don’t optimize their professional services quoting process are at risk for lost revenue and margin erosion, inflated operating costs and inefficiencies, and a lack of visibility into the business.
Challenge #1:
Hours wasted on manual processes and disconnected systems
An inefficient services quoting process results in stalled deals and valuable time wasted on Excel-based manual processes, disjointed systems, and administrative tasks.
Challenge #2:
Difficulty prioritizing deals and viewing critical reports
Challenge #3:
Millions of dollars in missed opportunities and avoidable mistakes
The value of purpose-built services quoting
It’s more important than ever for services organizations to examine their processes — starting with their services quoting process — and ensure they take action that maximizes revenue, optimizes margins, increases operational efficiency, and ensures compliance.
Revenue Maximization
- Improve win rate by reducing deal cycle time
- Increase deal size by flagging missing project elements or upsell/cross-sell opportunities
- Determine the best margin positive outcomes by comparing multiple what-if scenarios
Margin Optimization
- Protect margins with confidence while leveraging different pricing strategies
- Minimize scope risk by constructing a margin-optimized resource mix, effort, and schedule
- Bring speed, precision, and scale to margin-led and data-driven decisions
Operational Efficiency
- Deliver a quick time-to-value for your customers and their customers
- Minimize change orders by accurately scoping complex services projects
- Integrate seamlessly with CRM, PSA, and ERP for a portfolio view of the entire customer relationship
Compliance
- Standardize global input templates, scoping questionnaires, and automated effort calculation
- Maintain an audit trail on price exceptions, rate card and pricing policy changes, and internally approved and customer-presented scenarios
- Reduce legal exposure with pre-approved SOW/MSA templates
Mind the gap: a connected client experience
The evolution of the pipeline and delivery stages has reached a state of maturity that involves the industry-wide adoption of best practices for process and technology implementation. Yet, there’s a visible gap in continuity during the quoting stage. In particular, services quoting processes — scoping, estimating, resource planning, etc. — still have ample opportunity to evolve how technology contributes to widespread adoption.
Complex service quotes? No problem.
Access materials that illustrate the need for a unique solution for services quoting — webinars, videos, practical guides, and more.
