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Formation of a technical and commercial proposal
Estimation of the cost of upcoming work or technical and commercial proposal (TCP).
I have long wanted to write this article, since the issue of assessing the scope of work is always ambiguous and contradictory, the knowledge that not everyone is ready to share. I know two methods of evaluation:
Expert - “I assign a high level of complexity to this object”
Resource - we count step by step each of the tasks included in this work, then 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 business 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, saving time and energy. And they give these estimates under the guise of Customers to other integrators (developers). In such a very cunning and clever way, they are trying to shift the load 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 tell 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 possibility of 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 banal markup and you are no longer needed, or perhaps your estimate fell into 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 allow you to understand whether a real Customer or a cunning integrator (developer) is contacting you.
There are several ways to detect this:
1. Ask a potential Customer to send real photos from the object where some work needs to be done. Under the guise of additional information. Although if a potential Customer is a cunning integrator, then he may well have photos from the object. In any case, it is better to ask, as a direct dialogue can help deal with the situation.
2. Try to physically get to the surveyed object to assess and detail the scope of work. Be sure to identify the details (for example, the need for welding), which you simply forgot to dedicate. This method does not work if the object is located in another region. It is simply unprofitable to leave, as the cost of commercial trips in most cases is on the shoulders of integrators. What to do is definitely not worth it: ask the Customer to tell how much he is willing to pay for the work. Not a single customer has so far answered this question properly. Everyone is waiting for the integrator's response to ask the price and decide whether they want to work with him or not. Those are the rules of the game. Deadlines: you should understand that if you have received an assessment task, then it is not at all a fact that a potential Customer will be ready to wait a long time. Most likely, the lack of a response within 4 hours will be perceived as a frivolous attitude to work and then you will not be considered as a potential integrator. Evaluate, send, 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 right away, upon receipt of the request, it is worth letting the potential Customer know that the proposal 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 TCH, in relation to which you won the Order, then you should focus on them.
2. The basis for assessing the upcoming work is the terms of reference coming from a potential Customer and the quality of its development. 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 at a minimum or at a 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 of the types of work (documents), we thereby offer the potential Customer to agree with the scope of work, duration and composition of the documents that will be completed and which will eventually remain with the Customer.
If you know more optimal ways and disagree with something, please write a comment, I will definitely save it.
#Technicaloffer #commercialoffer #tips #design, #developer