Best Practice to win Projects for Building Materials
Do the right action for each project stage at the right time
Different tasks need to be done at each project stage. For example, in the design phase it’s highly important to know when the tender document will be sent to processors — without that information, sales reps won’t know when to contact the right processors to participate in the tender process. Baucore’s Project Status and Recommendation indicators automatically monitor projects based on the available information, so sales reps don’t have to manually check every important indicator and build their own task list for next steps.
Put the right stakeholders in the project
Architects or planning companies have their preferred companies that they usually work with. Sales reps still need to make sure the companies participating in the tender process are their fans, to ensure a high closing rate. With Baucore’s Processor Recommendation and Dealer Recommendation processes, sales reps can increase the closing rate by informing the decision maker to get in touch with their loyal partners and customers.
Understand the relationship of the stakeholders
It’s almost impossible for a sales rep to know the relationships between every possible stakeholder on a project. Baucore Supply Chain gives sales reps instant access and removes the complexity of understanding the relationships between the most important stakeholders on the project.
Store information to win more projects
Sales reps need to spend more time selling and less time on admin activities like entering data into a system. Baucore’s idea is to generate information through automated processes rather than manual entry. One of the most essential pieces of information sales reps provide is the outcome of the project — which company wins the bid, which distributor provides the product, and which product gets used.
Related
- Lifecycle of Project Sales for Building Materials
- Forecast possible decisions using Supply Chain
- Win Projects for Building Material Manufacturers