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Sid Chadwick
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3) Customizing requests for estimates.
Estimate requests are managed by many CSRs. And they usually have access to intimate customer information, not to mention daily (even hourly) contact. Too often, an estimate is “generated” from the estimator, and goes back to the client with nothing that differentiates the supplier. Now place yourself in the buyer’s position—reviewing three quotations from three suppliers that look like they were generated from the same software. Is it any wonder that “low price wins” has become the poster child for our industry’s low profits?
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Sid Chadwick
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