4 Ways Automated Quoting can Grow Field Service Sales

quoting automation for field service app

Field service organizations are in need of revenue, but the revenue building side of the business often doesn’t get as much attention as it should. Though the tendency in field service is to focus on operational excellence in the field, research confirms that companies that focus on revenue building out-perform those that spend more energy on post-sale service performance alone.

According to Aberdeen’s State of Service Management Outlook for 2013, “Only 19% of non-Best-in-Class organizations cite revenue growth as their top goal for 2013, highlighting their continued focus on improving service performance prior to establishing a focus on revenue growth.”

These findings confirm that field service is a process spanning from marketing to sales to service. As service organizations try to become more profit-centric, it is important to focus on the revenue building, or sales, side of the process; and quoting is the most central task of revenue generators in the business.

By integrating quoting best practices into business processes companies will be able to make more sales, improve service procedures, and generating more revenue.

Generally, service quoting systems address two common types of quotes:

1. Time and Material Quotes

Time and material quotes within automated quoting systems are easy to construct, manage, modify, and turn into work orders because the worker creating the quote is prompted to answer questions like what parts are needed, how long will the job will, how much will it cost, etc. The quote is created and sent to the customer for modifications.

It’s common, especially in industries like construction, for time and material quotes to include larger jobs split into multiple parts. Your job will be a lot easier, and your customer will be more informed and satisfied, if you’re able to make one quote for the whole job and then divide it into individual pieces. This ability to deconstruct from one master quote lets the customer see details for the whole project and then view separately whatever sub-project is at hand.

2. Service Contract Quotes

Service contract quotes allow companies to inform customers what they’ll do, what they’ll cover, how often they’ll be there, and how much the recurring service will cost. Automated quoting systems make it easy to track and manage these recurring orders and provide more reliable service.

Because the quotes feature is customizable, customers can choose which categories will be most useful for them and modify accordingly. Once the quote is customized and turned into an order, the system can analyze and manage that order by tracking its history and updating new information.

4 Ways Quoting Automation can Grow Sales

1. Pre-Quote Preparedness—How quotes are set up in the system so you can prepare and customize quotes for customers.

2. Quoting Efficiency—How the system processes and uses quotes and integrates them with the rest of the system.

3. Quote Approval to Execution Features—How quotes are converted into work orders.

4. Quote Analysis and Reporting—What features the system offers to track and analyze quotes before and after they are closed.

Pre-Quote Preparedness
Quoting Efficiency
Quote Approval to Execution Features
Quote Analysis and Reporting

Time and Material Quotes

  • 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
  • Easy to modify quotes, break big jobs into individual work orders, and move quotes into orders
  • Moves from quote to order with just a click
  • Tracks quotes to see if they are open, closed, or denied and predict how much work may be coming

Service Contract Quotes

  • Follows the same steps as “time and material quotes,” but can keep quote intact throughout entire 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
  • Allows you to set up contract specifics as you go
  • Connects to the rest of the service operations
  • Sets up other services (e.g. schedule technicians for recurring events)
  • Keeps quote intact for historical review and statistical analysis

Can quoting also be a field function?

A new trend in quoting technology allows service technicians to treat quoting as a field function as well as a sales function. With mobile quoting capabilities, technicians who notice an opportunity for a sale can create a quote on the spot.

For example, if, while repairing a refrigerator the technician notices a problem with the freezer, he can inform the customer, send to the customer, and, since he’s already there for the refrigerator, he can probably be trusted to fix the freezer too.

While some companies try to tackle their need for quoting through their sales or CRM system, those that use fully integrated quoting capabilities open new opportunities for on-site sales. In an effort to make companies more customer-centric, organizations can train technicians in an automated quoting system, making them more aware of all the things they can provide for the customer beyond one-time service.

Why Service Pro®?

Service Pro is field service management software that incorporates all of your field service needs into one, easy to use, integrated system. It allows you to perform every step, from quote to installation, in one system, which cuts down on time and unnecessary office operations.

The quoting features in Service Pro keep costs down by making the sales process smooth, quick, and easy, avoiding unnecessary steps or time consuming processes. The system allows you to keep your customers in the forefront, while making sure your daily operations remain top-notch.

Here is a brief run-down of how our system allows you to automate the entire quoting process in only a few simple steps:

  • Complete an inspection
  • Create a quote (e.g. the inspection identifies that a seal needs to be replaced, so “Replace Seal,” becomes a quote item, which can be linked to a part number, item cost and even predetermined mark-up based on the customer and the procedure)
  • Send quote automatically to customer
  • Convert quote into service order
  • Schedule work order to service technician

Quoting for service organizations is an integral part of field service management that, if done correctly, can create huge boosts in sales and operations.

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 situations force your service organization to that tipping point, there are several tried and true methods you can use to organize the buying process, eliminate the unexpected and significantly increase your chances of success with your new software.

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