As a manufacturing sales manager, are you struggling with quantifying your win-rate and your team’s productivity. It’s time to make a change!
Most of your team’s time is spent in tracking project tenders and the quotes sent to the bidders rather than talking to the key stakeholders and closing deals. It's time for a solution which will enable them to spend less time on tracking tenders and quotes and more time on the field winning projects.
Let’s start by understanding the manufacturing sales process.
Manufacturing companies sales process is more complicated than most other industries as they need to sell their products to the builders who win the tender and bid to construct buildings, bridges or other infrastructure. This demands tracking construction projects, stakeholders, bidders and associated influencers. Manufacturing Solution enable you track and manage your pipeline and quotes until you close the deal.
The below diagram depicts a typical bid management process and tracking in Salesforce or any CRM where an opportunity becomes a bit complex.
This Manufacturing Solution breaks down this process and simplifies it for the sales team. This solutions enables them to have better visibility and tracking, thus improving their productivity and win-rate.
The key features of the solution are depicted below:
This Manufacturing solution leverages the BCI Australia and Cordell websites and provides facilities to track projects. The BCI API integration and Cordell data upload, data sync is available to keep Salesforce up to date with project updates.
BCI/Cordell leads are created in Salesforce as lead. Sales team's can make an informed decision to invest time and effort on a few projects and convert them into an opportunity and a project.
Projects within Salesforce is the central location to track the project and where the bid management process will be executed. Here is where all bids, stakeholders, sent quotes and all activities are tracked.
For Building/Construction/Manufacturing industries their customers aren't always the end customer who owns the project, but they need to maintain contact with various stakeholders/influencers like fabricators, project managers and architects who can influence the decision of their customers.
Stakeholder management is crucial in the manufacturing sales process as multiple people will play a role in the project. The below diagram lists 4 main pillars for winning a deal!
All influencers, bidders and customers and their activities are tracked against the project which can then be reported on.
Bid Management process
Bid management process is a sales process in which you track a project and its bidders. Sending quotations to each bidder/s (or direct customer) and tracking them as an opportunity which is aggregated to the project.
Key independent processes that together enables end to end project tracking is depicted below:
Tracking quotes against each customer
Manufacturing companies kick start an independent sales cycle for each customer who is part of the bidding process. At the end of the day it doesn't matter who wins, all they want is their product to be selected. Ensuring the winning bidder has their quote and are selected. Each bidder can have a series of quotes that can be tracked as part of the negotiation process and the final quote can be then synced to the bidder.
Scenarios where the customer is also a seller or sub-contractor to the bidder this tracking has two layers where you would also need to track the relationship between customer and their bidder. I will touch on this add complexity in a future article.
In reality althrough quotes are sent to all bidders, only one bidder will win and only one quote would be finalised. Hence, on a project the sum of all quotes cannot be shown instead either MAX, MIN or AVG amount of all the bidders quotes need to be reflected. This is configurable based on your business needs. This functionality of forecasting actual expected value alleviates an overinflated sales forecast.
Winning Bidder and final negotiations
Once the winning bidder is selected, then the rest of the bidders are updated as closed lost and only the winnig quote is submitted to the forecast.
The winning bids sales process will support final negotiations against the winning bid which will continuously remain in sync with the project until the project is won.
If order management needs to be tracked in Salesforce, then this process can be kicks off, alternatively we provide the fanctionality to import and export order data from an ERP to provide end to end reporting.
Closed Lost Tracking
Closed lost project analytics are available to track the winning competitor and reasons for been unsuccessful. This enables you to learn and improve by leveraging the CRM data.
Arxxus Manufacturing Solution is end to end solution for managing manufacturing projects which needs to be tracked for bids/tenders. The solution is completely configurable and can be customized as per the customers needs. If you would like to talk to one of our consultant please contact us.