4 Ways to Integrate Automated Quoting into your Field Service App
Field service organizations need revenue.
Research confirms that companies that focus on revenue building (sales) out-perform those that spend more energy on post-sale service performance alone.
But with so many service issues to consider, the revenue side doesn’t always get as much attention as it should.
Field Service
Repair Center
Preventive Maintenance Inspection
Why?
?
Sometimes organizations fail to recognize field service as a process spanning from
marketing to sales to service.
So what should we do?
Glad you asked!
Start by focusing on long-term, profit-making strategies
How do service organizations make sales a priority?
Take another look at your revenue, or sales, side of the business…
…i.e. How you do quoting
Because let’s face it:
Quoting is the most central task of generating revenue for service
businesses.
Got it?
Renew quoting efforts.
How do we do that?
Field service quoting systems address two types of quotes:
2. Service Contract 1. Time and Material
Start by setting these up in your system.
Once you distinguish between time and material and service contract quotes, you can further split your sales quotes
into four categories.
[Don’t worry. Your quoting automation system will help with this part.]
4 ways automated quoting helps with sales:
1. Pre-quote Preparedness2. Quoting Efficiency3. Quote Approval to Execution Features4. Quote Analysis and Reporting
Pre-Quote Preparedness
Quoting Efficiency
Quote Approval to Execution Features
Quote Analysis and Reporting
Time and Material
Sections for inventory, time and labor, tasks, and more for one-time set-up
Builds quotes by adding materials, tasks, and time
Transitions from prospect to customer are easy to track
Once you close a quote it’s easy to go back and reopen it
Separates databases for quotes, orders, and prospects to prevent clutter
Modifies quotes, breaks big jobs into individual work orders, and moves quotes into orders
Moves from quote to order with just a click
Tracks quotes to see if they’re open, closed, or denied and predicts how much work may be coming
Service Contracts
Follows the same steps as “time and Material quotes,” but keeps quote intact through contract
Provides space to explain what you’ll do, what you’ll cover, and how often you’ll provide service
Turns into a recurring order with just one click and can be modified at any stage
Allows technicians to document what they saw on site and what needs to happen in the future
Sets up contract specifics as you go
Connects with the rest of the service operations
Sets up other services (e.g. schedule techs for recurring events)
Keeps quote intact for historical review and statistical analysis
What quoting automation actually does:
Can quoting also be a field function?
The short answer:
YES
The long answer:
With mobile quoting capabilities like picture taking and access to service history, technicians can sell to customers and create
quotes on-site.
How do we make our customers take technician quotes seriously?
Start with a customized mobile inspection.
Then, create a quote based on the inspection data.
e.g. The inspection identifies a seal in need of repair, so the quote item “Repair Seal,” is linked to a part number, item cost, and
predetermined mark-up based on the customer and procedure.
• Send quote to customer automatically
• Convert quote to service order
• Schedule service order and dispatch technician
Finally…
And that’s it!
You gain a new sale and a happy customer.
Help your field workers double as
sales people by giving them the
tools they need to serve your
customers and quote them at the
right time.
7 Best Practices for Choosing New Field Service Software
There are many reasons service organizations review, purchase and implement new field service management software.
Regardless of what forces you to that tipping point, use these tried and true methods to organize the buying process, eliminate
the unexpected, and increase your chances of success.Download Whitepaper Now
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