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

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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:

1. Manually building and managing spreadsheets hosted on individual hard drives
2. Using tools designed to configure, price, and quote (CPQ) product orders
3. 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

Without an effective services quoting process, organizations are unable to view spreadsheets in Salesforce, access real-time updates on open proposals, or optimize resources across projects.

Challenge #3:

Millions of dollars in missed opportunities and avoidable mistakes

Organizations that don’t optimize their services quoting processes are prone to missed revenue opportunities, poor deal structures, compromised resource forecasting, and costly 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

Services quoting empowers organizations with the confidence to scope the best project and structure the right deal.

• 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

Services quoting makes it easy to confidently make margin-based decisions and negotiate attractive deals for multi-year, multi-services, and complex global services

• 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

Services quoting offers alignment between sales and services workstreams and streamlined processes from scoping to approvals.

• 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

Services quoting reduces business and legal risk with accurate and structured data management and organization.

• 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.

Podcast

The Provus Services Operations Podcast

Blog

Why Professional Services Organizations are Moving to Services Quoting Platforms

eBook

5 Reasons Services Quoting is a Must Have for Your Growing Organization