SalesDoc Architect (SDA) helps you quickly create professional, accurate, and comprehensive sales documentation such as proposals. But did you know that SalesDoc Architect’s smart automation can also assemble detailed Scopes of Work (SOWs) from the same quote file used to create your proposals? These SOWs properly set expectations with your customers and prospects – and failing to thoroughly specify expectations can lead to undesirable outcomes such as:
- Scope creep in your project due to your customer’s unstated expectations or misunderstanding causing more work to be put on your plate, which can lead to margin erosion on the sale (you make less on the sale because you do more work and spend more resources on the sale to satisfy the customer)
- A lower bottom line number if you have to keep re-adjusting and adding things for free because the customer misunderstood what would be included
- A damaged relationship with your customer if you “under deliver” on your solution because your solution was ambiguous about what would be included
A well-defined SOW can protect both sides of the table. Not only will it properly set expectations for what the customer is receiving but also thoroughly specifies the requirements from them. For example, it’s common sense the switch room for installation be clean, easily accessible and have power, but what if this is new construction and there is no power? Who will pay for the delay to begin? Or if the agreed upon day for installation comes and there’s no access? On the CorsPro website, we have several success stories that illustrate how better scopes of work have helped our clients realize better outcomes and more efficiencies in their workflow. This allows them to respond faster to customer opportunities and close more deals.
SDA easily generates customized Scopes of Work that provide all the level of detail that you want. CorsPro starts by providing generic SOW content, based on our best practices and experience in the industry. It’s easy to customize your SDA’s SOW content. Your Architect Manager/SDA admin can augment this material with company-specific content, customizing the Scope of Work for your company’s specific needs. CorsPro has resources to help you do this – our recent webinar covered how to add content to your SOW, including adding conditional content in multiple ways and extending our Excel tab structure to incorporate your project plan data into your SOW.
An accurate SOW sets the stage for a smooth transition from the sales team to the implementation team. When you use SalesDoc Architect to produce your SOWs they are professional, comprehensive and accurate, so you are a more attractive option to your prospective customer.
For more information on this blog post or any other CorsPro functionality, please send us an email.