Sales teams have all encountered situations where a bid arrives that appears promising, yet there is limited time to thoroughly review and compile the necessary figures. The drawing list may include 32different disciplines, the specification comprises 97 chapters, and there is an extensive list of RFIs.
For salespeople, emergency meetings, late nights, and weekends are often dedicated to navigating through the vast array of documents in pursuit of the perfect proposal with the optimal price.
This scenario is not exclusive to bids; any project can present similar timelines, deadlines, and documentation requirements. Existing clients demand additional diligence, which, as a salesperson, you're committed to providing.
Where does this leave pre-sales engineering? Who is responsible for meticulously reviewing the project requirements?
Why Pre-Sales Engineering is Important
Once the contract for a project is received, pre-sales engineering is crucial during post-award discussions to address not only the scope of work but also administrative aspects, which can be just as demanding as the project itself.
Sales may occasionally make unrealistic promises to the client (details the customer tends to remember); thus, collaboration between engineering and sales ensures those promises align with what can actually be delivered.
Pre-sales is a strategic function that should be integral to any project. It provides a level of detail that may not be achieved solely by sales, while fostering a team mentality, where experience and knowledge are shared. It also helps ensure a seamless transition to the operational team and gives the client confidence that the proposal was not rushed but meticulously crafted with care and precision.
In today’s fast-paced project environment, the role of pre-sales engineering cannot be overstated. It acts as a critical bridge between the initial bid and final execution, ensuring that each aspect of the project has been carefully reviewed and aligned with the client's expectations. This approach improves the quality of proposals, strengthens internal handoffs, and builds trust with the client.
Other Benefits
Another key benefit of pre-sales engineering is its impact on risk management. By identifying potential challenges early and addressing them proactively, the likelihood of delays, budget overages, or scope creep is significantly reduced. Pre-sales provides the structure and foresight needed to keep projects on track from day one.
The collaboration between pre-sales engineering and the sales team is a great example of effective interdisciplinary teamwork. It reinforces the importance of a unified strategy, where each team member contributes their specific expertise to ensure the best possible outcome. This synergy not only improves proposal accuracy but also makes certain that the client’s needs are fully understood and addressed.
