Quoting & Conversion Analysis

Quoting & Conversion Analysis Model

For custom manufacturers and service firms, the “Quote” is the most critical document in the business. We audit your win/loss ratios and “quote-to-cash” speed to identify where revenue is stalling. By correlating your estimates with actual project outcomes, we ensure your bidding process is optimized to win the right jobs at the right margins.

Questions We Solve

I don’t know my exact profit margin on a per-product basis.

Our overhead is just one big “lump sum” and I don’t know which department is most expensive.

We have a lot of cash tied up in inventory but don’t know what it’s costing us to keep it.

I am unsure how much my costs will increase if my sales double tomorrow.

Focuses

Decomposition by Deal Type: Segmenting “Hit Rates” by project size, industry vertical, and product category to identify the company’s “Sweet Spot”—the area where they win most frequently.

Competitor Loss Audit: Quantifying how often deals are lost to specific competitors versus “No Decision” (the prospect doing nothing) to determine if the issue is price, speed, or value proposition.

Estimate vs. Reality Audit: A retrospective analysis comparing the “Planned” costs in the quote to the “Actual” final costs of the project.

Margin Erosion Identification: Calculating the financial cost of “Scope Creep” and identifying which types of quotes consistently lead to uncompensated labor or material overages.

The Variance Formula:

Response Time Correlation: Mapping the time taken to deliver a quote against the probability of winning the deal. This identifies the “Expiration Point” where a slow response kills the sale.

Internal Friction Audit: Identifying administrative hurdles (e.g., waiting on a supervisor’s signature or a vendor’s price) that extend the quoting lifecycle.

Reconfiguring and Automating the Quoting Process: Standardizing past quote data to create a foundation of costs and automating new quote inputs to speed the process.

Bid-Level Price Testing: Analyzing historical data to find the “Cliff”—the specific price point where win rates drop off significantly.

Discount Efficacy Audit: Quantifying the actual impact of “Sales Discounts” on conversion. We determine if a 5% discount actually increases the win rate or if it just unnecessarily reduces profit on deals that would have closed anyway.

Representative Variance Analysis: Comparing the quotes generated by different team members for the same scope of work to identify inconsistencies in how labor and risk are calculated.

Gold Standard Benchmarking: Identifying the most profitable quoting “Logic” used within the firm and developing a standardized data model to ensure all future bids follow that high-margin template.

Stop Quoting Everything. Start Closing the Right Things.

Our Win/Loss Decomposition identifies your firm’s ‘Sweet Spot’—the project size, industry, and price point where you win most often. We help you standardize your high-margin ‘Gold Standard’ and stop wasting labor on low-probability bids.

Analyze Your Win/Loss Ratio

Quoting & Conversion Analysis