Hoping for big growth in sales this year. But it has to be more than a wish and a hope. Know we should do more pipeline management. Any suggestions on how to make this year successful?
Thoughts of the Day: Think of buckets of activity, tipping from one stage into the next. Define your pipeline, starting with a universe of opportunities. Build a standard profile for each stage of the pipeline. And then do the numbers and track activity.
My partner is bogged down with estimates. Sometimes we spend too much time estimating and the payoff is low; but without a detailed estimate, we don’t really know the job cost and what to quote to a customer so we can make a profit. We need to focus on getting more sales, and my partner usually plays a big role in generating leads. I’m worried that the quoting effort will bog us down as we pursue more sales.
Thoughts of the Day: Having a rigorous, efficient way to estimate the cost of doing business is an essential business function. Form a team to work on estimating. Consider alternatives to a laborious upfront approach to estimating.