Increase Sales Margins with Discovery-Driven Scopes of Work
Summary
If you really want to set yourself apart from the competition and maintain healthy project margins, shut down scope creep in its tracks with a well thought-out, customized statement of work. If you are experiencing shrinking project margins, numerous change orders, or customers complaining about “nickel and diming” them, the fault may reside in an insufficient discovery process. It becomes the catalyst to designing the proper solution, accurately calculating implementation labor, and confirming and communicating expectations. For example, the customer will know he’s responsible for having a properly configured network in place prior to your laying a communication solution on top of it. Next, the collected data is automatically fed into calculations that auto-configure products, services and labor, and then into the content of the documents you generate from SalesDoc Architect.
