Outwith Scope
Oct.19, 2009 in
Customer Enquiries, Pre-Sales, Sales
With customers demanding a more and more detailed product or service offering, how far should you stretch from your scope to win the order..
For example, if you niche was in Industrial secure power and as part of the client RFQ you included a small off-the-shelf commercial unit, bought in from a third party. If the customer then asks to reduced the scope but for a quotation to supply the third part unit, should you quote?
Dilema is:-
- Quote and supply a product with no additional value add on the basis that you are the one to satisfy the customer need?
- No-bid as it is outwith your scope and adds no value to your product or service offering?
- Introduce the client directly to the third-party supplier and jepordise further orders being “downgraded” to less robust technology?
Personally, I would suggest a full discussion on the actual needs and attempt to keep the full package together. if the client is adament that the “simple” unit is broken out, I would no-bid the enquiry.
Your comments welcomed.
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