{"id":20677,"date":"2024-07-22T16:48:41","date_gmt":"2024-07-22T21:48:41","guid":{"rendered":"https:\/\/workexcellence.com\/?page_id=20677"},"modified":"2024-09-06T11:37:50","modified_gmt":"2024-09-06T16:37:50","slug":"sales-estimating-case-study","status":"publish","type":"page","link":"https:\/\/workexcellence.com\/case-study\/sales-estimating-case-study\/","title":{"rendered":"Sales & Estimating"},"content":{"rendered":"

[et_pb_section fb_built=”1″ admin_label=”Attention” _builder_version=”4.25.1″ background_color=”RGBA(255,255,255,0)” background_image=”https:\/\/workexcellence.com\/wp-content\/uploads\/2024\/07\/103-scaled.jpg” background_position=”top_center” background_blend=”overlay” min_height=”800px” custom_padding=”0||0||true|false” z_index_tablet=”500″ box_shadow_horizontal_tablet=”0px” box_shadow_vertical_tablet=”0px” box_shadow_blur_tablet=”40px” box_shadow_spread_tablet=”0px” collapsed=”on” global_colors_info=”{}”][et_pb_row use_custom_gutter=”on” gutter_width=”1″ admin_label=”Above the Fold Header” _builder_version=”4.20.0″ _module_preset=”84382ea5-d92b-46f5-8c5d-76d1bbb82759″ background_enable_image=”off” positioning=”none” position_origin_a=”center_center” position_origin_a_tablet=”center_center” position_origin_a_phone=”center_center” position_origin_a_last_edited=”on|desktop” position_origin_f_tablet=”” position_origin_f_phone=”” position_origin_f_last_edited=”on|desktop” position_origin_r_tablet=”” position_origin_r_phone=”” position_origin_r_last_edited=”on|desktop” width_tablet=”80%” width_phone=”85%” custom_margin_tablet=”||||false|false” custom_margin_phone=”||||false|false” custom_margin_last_edited=”on|desktop” custom_padding=”7%|0px|7%|0px|true|false” custom_padding_phone=”7%||7%||true|false” animation_direction=”left” hover_transition_duration=”150ms” positioning_tablet=”none” positioning_phone=”none” positioning_last_edited=”on|desktop” use_custom_width=”on” width_unit=”off” custom_width_percent=”100%” collapsed=”off” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.20.0″ _module_preset=”default” custom_padding=”|||” animation_direction=”left” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_font=”Poppins||||||||” text_text_color=”#FFFFFF” text_font_size=”41px” text_line_height=”1.1em” header_font=”Poppins||||||||” header_text_align=”center” header_text_color=”#FFFFFF” header_font_size=”60px” header_letter_spacing=”3px” custom_margin=”500px||||false|false” custom_margin_tablet=”550px||||false|false” custom_margin_phone=”450px||||false|false” custom_margin_last_edited=”on|desktop” custom_padding=”||||false|false” text_font_size_tablet=”40px” text_font_size_phone=”40px” text_font_size_last_edited=”on|phone” header_font_size_tablet=”40px” header_font_size_phone=”40px” header_font_size_last_edited=”on|phone” global_colors_info=”{}”]<\/p>\n

Case Study:<\/h1>\n

Enhancing Profitability through Streamlined Estimating and Sales Processes<\/p>\n

[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ custom_padding_last_edited=”on|phone” admin_label=”Interest Copywriting” _builder_version=”4.16″ min_height=”766px” custom_margin_tablet=”” custom_margin_phone=”” custom_margin_last_edited=”on|tablet” custom_padding=”80px|0px|0px|0px|false|false” custom_padding_tablet=”60px|0px|0px|0px|false|false” custom_padding_phone=”50px|0px|0px|0px|false|false” global_colors_info=”{}”][et_pb_row _builder_version=”4.20.0″ _module_preset=”default” custom_padding=”0.4%|0px|0.7%|0px|false|false” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.20.0″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_font=”Poppins||||||||” text_text_color=”#002c75″ text_font_size=”16px” text_line_height=”1.2em” custom_margin=”||5px||false|false” custom_margin_tablet=”||50px||false|false” custom_margin_phone=”||50px||false|false” custom_margin_last_edited=”on|phone” custom_padding=”|50px|||false|false” custom_padding_tablet=”|50px|||false|false” custom_padding_phone=”|10px||10px|false|true” custom_padding_last_edited=”on|tablet” global_colors_info=”{}”]<\/p>\n

\"\"YOU ARE WHERE YOU ARE: <\/strong>A long standing private company in the building and memorial products industry sought to improve its Return on Assets (ROA) and enhance profitability. Despite a rich history and solid market presence, it faced significant challenges in its estimating and sales processes that needed immediate attention.\u00a0<\/span><\/p>\n

[\/et_pb_text][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_font=”Poppins||||||||” text_text_color=”#002c75″ text_font_size=”16px” text_line_height=”1.2em” custom_margin=”||5px||false|false” custom_margin_tablet=”||50px||false|false” custom_margin_phone=”||50px||false|false” custom_margin_last_edited=”on|tablet” custom_padding=”|100px|||false|false” custom_padding_tablet=”|50px|||false|false” custom_padding_phone=”|10px||10px|false|true” custom_padding_last_edited=”on|phone” global_colors_info=”{}”]<\/p>\n

\"Icon\"WE MEET YOU WHERE YOU ARE AT: <\/strong>The company’s sales and estimating teams were operating without a unified process, leading to inconsistent quotes that didn’t align with customer expectations. This lack of standardization was causing inefficiencies and directly impacting profitability.<\/span><\/p>\n

[\/et_pb_text][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_font=”Poppins||||||||” text_text_color=”#002c75″ text_font_size=”16px” text_line_height=”1.2em” custom_margin=”||5px||false|false” custom_margin_tablet=”||50px||false|false” custom_margin_phone=”||50px||false|false” custom_margin_last_edited=”on|desktop” custom_padding=”|100px|||false|false” custom_padding_tablet=”|50px|||false|false” custom_padding_phone=”|10px||10px|false|true” custom_padding_last_edited=”on|phone” global_colors_info=”{}”]<\/p>\n

\"Icon\"PICK A STARTING POINT: Process Evaluation: Estimator Survey:<\/strong> A comprehensive survey was conducted among all estimators to understand and document their processes and standards of work. Method Development:<\/strong> A more systematic method of estimating was developed, focusing on resource allocation and creating a skills matrix for each estimator.\u00a0<\/span>
<\/strong><\/p>\n

[\/et_pb_text][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_font=”Poppins||||||||” text_text_color=”#002c75″ text_font_size=”16px” text_line_height=”1.3em” custom_margin=”||5px||false|false” custom_margin_tablet=”||75px||false|false” custom_margin_phone=”||75px||false|false” custom_margin_last_edited=”on|tablet” custom_padding=”|100px|||false|false” custom_padding_tablet=”|50px|||false|false” custom_padding_phone=”|10px||10px|false|true” custom_padding_last_edited=”on|phone” global_colors_info=”{}”]<\/p>\n

\"Icon\"<\/strong>CONDUCT A WORKSHOP: <\/strong>The company embarked on Optimization Strategies to improve its operations: Improving job review and assignment processes significantly reduced the time spent on these tasks and increased the speed from arrival to assignment. Nine levels of complexity for estimates were established, with assignments required to happen within 24 hours and standard lead times based on the type of estimate.<\/span><\/p>\n

[\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ fullwidth=”on” _builder_version=”4.20.0″ _module_preset=”default” global_colors_info=”{}”][et_pb_fullwidth_image src=”https:\/\/workexcellence.com\/wp-content\/uploads\/2024\/07\/104-scaled.jpg” alt=”Airline Case Study” title_text=”104″ _builder_version=”4.25.1″ _module_preset=”default” global_colors_info=”{}”][\/et_pb_fullwidth_image][\/et_pb_section][et_pb_section fb_built=”1″ _builder_version=”4.25.1″ _module_preset=”default” background_color=”#1e376c” custom_margin=”-2px||||false|false” global_colors_info=”{}”][et_pb_row _builder_version=”4.20.0″ _module_preset=”default” custom_padding=”0%|0px|0.3%|0px|false|false” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.20.0″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_font=”Poppins||||||||” header_font=”Poppins||||||||” header_text_color=”#FFFFFF” header_font_size=”38px” header_2_text_color=”#FFFFFF” global_colors_info=”{}”]<\/p>\n

\"SolveSOLVE A CHALLENGE<\/h1>\n

[\/et_pb_text][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_text_color=”#FFFFFF” text_font_size=”25px” text_line_height=”1.9em” header_3_font=”Poppins||||||||” header_3_text_color=”#FFFFFF” header_3_font_size=”20px” header_3_letter_spacing=”1px” header_3_line_height=”1.1em” text_font_size_tablet=”25px” text_font_size_phone=”25px” text_font_size_last_edited=”on|phone” global_colors_info=”{}”]<\/p>\n

\u00a0Resource management and Decision Making: The company aimed to better manage its time and resources by: Identifying unprofitable jobs and customers that were consistently not secured and deciding to stop pursuing these ventures. Implementing a dashboard to track key metrics like lead time to assign, time to build a quote, and win\/loss ratios, along with compiling a standard list of reasons for losses to inform future strategies.\u00a0<\/h3>\n
    <\/ul>\n

    [\/et_pb_text][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ _builder_version=”4.20.0″ _module_preset=”default” global_colors_info=”{}”][et_pb_row _builder_version=”4.20.0″ _module_preset=”default” custom_padding=”0%|0px|0.3%|0px|false|false” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.20.0″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_font=”Poppins|700|||||||” text_text_color=”#233b6f” text_font_size=”33px” header_2_text_color=”#082c73″ custom_padding=”||46px|||” global_colors_info=”{}”]<\/p>\n

    \"ExpandExpand And Scale<\/p>\n

    [\/et_pb_text][\/et_pb_column][\/et_pb_row][et_pb_row column_structure=”1_2,1_2″ _builder_version=”4.20.0″ _module_preset=”default” custom_padding=”0%|0px|5.8%|0px|false|false” global_colors_info=”{}”][et_pb_column type=”1_2″ _builder_version=”4.20.0″ _module_preset=”default” global_colors_info=”{}”][et_pb_text _builder_version=”4.25.1″ _module_preset=”default” text_text_color=”#FFFFFF” text_font_size=”19px” text_line_height=”1.9em” header_2_text_color=”#FFFFFF” header_3_font=”Poppins|300|||||||” header_3_font_size=”20px” header_3_line_height=”1.2em” background_color=”#1e376c” background_layout=”dark” custom_margin=”||||false|false” custom_padding=”50px|30px|50px|30px|true|true” text_font_size_tablet=”20px” text_font_size_phone=”19px” text_font_size_last_edited=”on|phone” global_colors_info=”{}”]<\/p>\n

    <\/h3>\n

    The strategic overhaul of its estimating and sales processes led to a series of positive outcomes:<\/h3>\n
      \n
    • \n

      Improved Efficiency and Effectiveness: The new systems and processes significantly improved the efficiency and effectiveness of the estimating and sales functions.<\/h3>\n<\/li>\n
    • \n

      Increased Profits: Introduction of ‘rails’ for the sales team to adjust quotes within defined limits led to more disciplined pricing and increased profits. Exceeding these rails required executive team approval, ensuring strategic oversight and contributing directly to an improved ROA.<\/h3>\n<\/li>\n<\/ul>\n

      This case study illustrates the transformative impact of standardized procedures and strategic resource management in enhancing a company’s profitability. By addressing the inefficiencies and variations in its processes, the company not only enhanced its operational efficiency but also strengthened its market position.<\/h3>\n

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      Explore our airline human resources case study to uncover key insights into effective HR strategies, employee engagement, and the impact on airline operations.<\/p>\n","protected":false},"author":25,"featured_media":20628,"parent":14679,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","om_disable_all_campaigns":false,"footnotes":""},"class_list":["post-20677","page","type-page","status-publish","has-post-thumbnail"],"yoast_head":"\nSales & Estimating | Work Excellence<\/title>\n<meta name=\"description\" content=\"Explore our insightful case study that dives deep into how this business has successfully increased profitability and driven sales growth through strategic initiatives. 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