Project Closure Challenges

Customer expectations do not match what is delivered.

A lack of in-depth qualification and discovery, a lack of collaboration amongst the team, or errors made when manual changes are made can lead to important items being omitted from the final proposal and statement of work. When this happens, expectations go unmet. SalesDoc Architect uses rules and workflows ensuring that requirements are fully identified, minimizing the chance of incomplete or inaccurate proposals and statements of work going out the door.

Projects are over budget and end up at a less-than-projected project margin.

When you see the disturbing trend of over-budget projects and major scope creep, it’s time to look at your pre-sales process. Many times, this is an indication of sales not following the rules set by management or solutions not being properly configured and approved. SalesDoc Architect’s workflows are customized to the way you do business, so nothing is left to chance or falls through the cracks.

SalesDoc Architect uses Workflow to Ensure Accuracy and Protect Margins

SalesDoc Architect utilizes Excel formulas to create rules and workflow logic starting at the initial configuration level.  Workflows can be programmed to automatically include products and services that are often forgotten.  Answers to qualification and discovery questions can drive solution configuration rules and also flow into output documents such as proposals and statements of work.  Workflow rules can also be used to require engineer or management approvals based on margin, total sale price, product configuration scenarios, or any variety of conditions.

Pre-programmed workflows minimize the chance of an incomplete or inaccurate proposal going out the door leading to problems and margin erosion down the road.

Read how one company save $100,000 in margin using SalesDoc Architect workflows.

Change orders are prevalent, leading to customer dissatisfaction due to a perceived “nickel and dime” approach

When you don’t clearly gather all the requirements upfront or if changes aren’t communicated to the design team, omissions and mistakes will occur at the time of implementation. This leads to a very dissatisfied customer. SalesDoc Architect automates the process to ensure that the proper information is gathered then uses this information to automate the configuration process, lessening the chance of mistakes or omissions – and the need for change orders.

SalesDoc Architect Automates Solution Configuration to Lessen Change Orders

Using rules and workflows, SalesDoc Architect automates complex solution configuration of equipment and services based on each customer’s unique requirements. With SalesDoc Architect, you can:

• Auto-configure products and services based on user inputs
• Auto-calculate peripheral products and labor based on configurations imported from manufacturer or distributor configuration tools
• Override and adjust auto-calculated product and service quantities, and add “write-in” items
• Break out optional-purchase items
• Calculate pricing on configured items using a variety of approaches – including top-down (category-level) and line-item bottom-up pricing based on discount, markup and margin – along with built-in goal seek functions