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| Customer Quotes |
| "I wanted to see measureable improvements - and I did" |
| "We got every inch of the superb service you promised" |
| "When I think about some of the training we've had in the past and what you deliver, there is no comparison" |
Increasing Turnover
We were asked by a chemical processing company to train a group of 15 technical staff who produced customer quotes and proposals. Each individual wrote quotes in his own style and there was no interaction with any quality systems. The company had concerns that profit margins were being eroded somewhere in the proposal cycle.
Case Study - Quote and Proposal Training
We identified some existing pockets of excellence and these were used to help develop a tailored training programme which addressed the areas of concern.
In addition to the formal course, the training included pre- and post-course work to ensure that each trainee was given individual support. This allowed time during the course to be split between developing a procedure and learning writing skills.
Streamlined Success
The resulting benefits for the client included:
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A streamlined, effective bid process, to which all technical staff had contributed and felt ownership, increasing the likely success of future bids. |
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A more professional corporate image due to consistency of presentation and improved business writing skills. |
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Fewer instances of customers negotiating prices down due to the introduction of benefit statements and clearer descriptions of project deliverables. |
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Increased productivity of, and team spirit within, the technical staff since resistance to the production of quotes and proposals had diminished. |
Higher Margins
The result was the implementation of a rigorous bid management system that had buy-in from all staff, and the production of higher quality quotes and proposals. They also increased the average selling prices by 3%.
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