A formalized price offer

Estimation of the cost of the upcoming work or a technical and commercial proposal (TCH).
I have long wanted to write this article, since the issue of assessing the scope of work is always ambiguous and contradictory, that knowledge that not everyone is ready to share.
I know two ways to evaluate:
Expert - "I assign a high level of complexity to this object"
Resource - we consider each of the tasks included in this work step by step, then we multiply by the coefficient of our tariff, add taxes, risks and see the cost at the output.
As always, not everything is so simple, especially in the matter of making a profit. There are individuals on the market who do not want to spend time on assessing the scope of work on their own, save time and effort. And they give these assessments under the guise of Customers to other integrators. In such a very cunning and clever way, they try to shift the burden from their shoulders to others for free, while simultaneously studying the appetites of competitors. It is very difficult to deal with this phenomenon. It is difficult to distinguish a real customer from a fictitious one, since people have learned to hide very well or do not speak the whole truth for their own purposes. As a result, a lot of time is spent on assessing the cost of work that no one was going to give you. By the way, there is another important fact about the commercial proposal - the extremely low opportunity for feedback. Those who received a commercial offer from you most often simply disappear, and you cannot understand the reasons for this phenomenon. Perhaps you seemed unreasonably expensive, or perhaps there was a trivial mark-up and you are no longer needed, or, perhaps, your assessment has ended up in some kind of archive and work will begin in a year. One way or another, you are unlikely to find out the reasons for the disappearance of the Customer after the issuance of a commercial offer. There are some tricks that make it possible to understand whether a real Customer or a cunning integrator is contacting you.
There are several ways to detect this:
1. Request a potential Customer to send real photographs from the object where you need to perform some work. Disguised as additional information. Although if a potential Customer is a cunning integrator, then he may well have photographs from the object. In any case, it is better to ask, as direct dialogue can help to sort out the situation.
2. Try to physically get to the surveyed object to assess and detail the scope of work. The details (for example, the need for welding work), in which they simply forgot to tell you, are sure to come to light. This method does not work if the object is located in a different region. It is simply unprofitable to travel, since the cost of commercial visits is in most cases on the shoulders of integrators. What to do is definitely not worth it: ask the Customer to tell us how much he is willing to pay for the work. Until now, not a single Customer has answered this question properly. Everyone is waiting for the integrator's answer to ask the price and decide whether they want to work with him or not. Such are the rules of the game. Terms It should be understood that if you have a task to assess, then it is not at all a fact that a potential Customer will be ready to wait for a long time. Most likely, the absence of an answer within 4 hours will be perceived as a frivolous attitude to work and further you will not be considered as a potential integrator. Rate it, send it, but by that time it is no longer relevant and you will not even be informed about it. People appreciate the speed of response. Therefore, if it is difficult to give the TCH at once, when receiving a request, it is worth letting the potential Customer know that the offer has been received and the answer will be given in the near future.

Evaluation takes a lot of time and there are several ways to reduce labor costs for it.
1.If you still have the previous TCHs, in relation to which you won the Order, then you should be guided by them.
2. The basis for assessing the upcoming work is the technical task coming from the potential Customer and the quality of its elaboration. Usually the Customer either does not have it, or it is written in such a way that it does not even allow creating a preliminary estimate. In order not to be mistaken not in the minimum or the maximum, based on experience, it is worth determining the composition of the documents that need to be developed to perform these works. Considering the labor costs for each type of work (documents), we, thereby, offer the potential Customer to agree with the scope of work, the duration and composition of documents that will be completed and which will ultimately remain with the Customer.

If you know better ways and do not agree with something - please write a comment, I will definitely save it.

#Technical #commercial #offer #advice #design
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