Third-Party Maintenance Service Provider

Opportunity/Problem Statement : Service Provider with historically high margins was having difficulty expanding top line revenue due to; Manual Pricing Processes, Iterative Quoting in non-centralized systems, Incomplete Bid Information, "Wild West" Field Sales Pricing, Back-Door Sub-Contractor Agreements, and more.

"Hopeful Quoting" vs. relational selling tactics, further exacerbate the situation thus yielding low win rates on high quote volume. The lack of a sophisticated Quote Triage process was further bottlenecked by each opportunity requiring bid-desk intervention by an inordinately small team of experts.

Action Taken: Redesign and develop new go-to-market Strategy and Operational Processes.

Uncovered during our discovery process, we created the following data elements; price book, product dictionary, product life-cycle, and planning process, costing database, and failure analysis. Once completed, we designed and developed the platform funneling corporate objectives, partner and OEM decisions, best practices, and acute pricing recommendations that are reflected in sales in real-time.

Deployed a new pricing environment with new processes, roles, responsibilities, tools, and metrics that informed a new sales playbook. Where, how, and why the company will respond based on new Service and Customer Segmentation models.

Data integrity now coming out of the tool, we developed dynamic dashboards to inform: product depots, further costing analysis, sales tactics, and operations, pricing guidance, and strategic understanding of bringing product expertise in house.

Results:

RFQ response time reduced from an average of 72 hours to 12

RFQ response integrity improved 27%

RFQ rationalized response rate identified no-bid scenarios (11%) and increased response rate on accretive by 8%

Win-rates increased by 24%

Top line increase of 12.8% and a bottom-line expansion of 13.4%

First year project ROI anticipated at 18X

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