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

1. 2012 Best Practices in Bidding,
Estimating and Quoting
Louis Columbus
Cincom Systems

3. Bidding & Estimating Best Practices

4. Bidding & Estimating Best Practices

5. Bidding & Estimating Best Practices

6. Bidding & Estimating Best Practices

7. 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, MIT
Image source: http://www.boeing.com/companyoffices/gallery/images/military/fa18ef/e35-13-106.html
Bidding & Estimating Best Practices

8. Bidding & Estimating Best Practices
Sources: WSJ, Purchasing.com, AMR Research

9. Best Practices in Quoting

10. Best Practices in Quoting

11. Taking Only the
Most Profitable
and Achievable
Orders

12. 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 of
selection and responding to management & Sales processes driving conflicting SLA drains due to
accuracy on
prioritization 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

13. Increasing profits by knowing which deals to take
Input:
RFPs,
Contracts
Orders
Margins Funding Competitive Advantage Output:
Products
and Services
Higher
Customer
Satisfaction
50%+ Levels
increase in 2X increase in leading to
34% 34% increase in greater
project 4X reduction in 67% 54% increase in contract closure
increase in SLA profits
completion ECNs; reduction perfect order rates; 58%
quoting & performance
rate, under consolidation in quoting performance increase in
pricing and 25%
budget and of product and order profitability from
accuracy reduction in
on schedule changes rework better clause
compliance
management
costs

14. Thank You

15. For more information visit:
http://erp.cincom.com/
lcolumbus@cincom.com
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