Getting feedback from quotes

[chris watkins]

Once again, I'm gobsmacked.

Information about business you lose is incredibly valuable. If all it does is help you to identify the customer type who is not going to use you, it saves your valuable time if you can avoid wasting it quoting for that customer type in future.

Here's a suggestion. Stop thinking about YOUR business. Imagine you have been asked by a friend to review the processes and policies of a 3rd party business which happens to be similar to your own. Would you not suggest that they spend a bit of time analysing why they lost certain quotes?

This is not to say that you should quote differently. Some customers are better done without. But if you can identify them earlier in the cycle, you become more efficient. And therefore more profitable.

It is funny how much easier it is to identify what appear to be glaring problems with other peoples businesses & not your own, I suppose we get so wrapped up in our own little worlds it is often difficult to see the wood of the trees. Ray offers sound advice, it is easy as said many times before to race to the bottom, any one can be a busy (& poor) fool. Identify your market & service it but keep an eye open for any other opportunities that may arise.