Introduction
It may be necessary to revise a quote and generate a new one after a previous quote was sent to the customer. This typically occurs when the customer requests changes to the project which include modified design specifications, revised pricing, different quantities of products, or other changes. If engineering plans need to be revised, the pricing will be impacted and the customer will require a revised quote. You will need to follow the process below to conform with TerraSmart’s standard process for quote revisions. This will ensure that the pricing and engineering teams can efficiently re-price this project and turn around your quote quicker ultimately leading to a better customer experience making it more likely to win the sale.
Let’s get started.
1 – Open the Opportunity in Salesforce
Open the opportunity in Salesforce that contains the quote that you need revised.
2 – Update Design Specifications in Salesforce
Make sure to update the requested design specifications in Salesforce to ensure that the engineering and pricing teams have the most up-to-date information on the project. . This can include (but not limited to) front edge height, panel model, tilt angle, etc. the price may be affected which will require a revised quote.
[ht_message mstyle=”danger” title=”Module Change” show_icon=”” id=”” class=”” style=”” ]Changing the module on a specific project fundamentally alters the project in many different ways. It is critical that the customer provide you the Spec Sheet of the module. Do not google and find the PDF file yourself as the customer bears ultimate responsibility for incorrect information. Always Remember – Get it in writing and save the e-mail to Salesforce.[/ht_message]
3 – Sync the Latest Quote
Before creating or cloning the quote, ensure that the latest version (of the approved quote) is Sync’d to the opportunity.
You should note the latest revision number of the most recent quote for the next step.
4 – Clone the Quote and Label it Correctly
Clone the quote to include the changes needed.
Include the revision number of the quote in the quote name at the end of the name in parenthesis, i.e. (R1), (R2), (R3)). For example, if the previous quote was R2, label the new quote (R3).
5 – Explain Why the New Quote is Needed
In the “Description” field on the newly created quote, enter a summary of the specific change so engineering knows what is being changed or reason for request. This crucial step is an invaluable time saver to ensure Engineering and Pricing do not need to hunt for non-apparent information or waste time by contacting you.
6 – Verify Customer Design Criteria
Ensure that all project specifications on the Opportunity are correct.
Make sure that the Panel Model matches exactly what was provided on the Opportunity.
7 – Save The Quote (but you’re not done yet)…
Hit Save on the quote and proceed to the next step.
8 – Set the Correct Quote Status
If pricing is affected (i.e. client changed design specifications) and needs to be resubmit to estimating, choose “Needs Pricing” in the Status Dropdown on the quote to alert the Pricing Team to have the quote re-enter the pricing / engineering process.
If only quantities changed and there is not a material impact to the system size (i.e. economies of scale / bulk order), update the quantities, choose “Sent to Customer”, and generate the PDF for the proposal for release.
9 – Sync and Mark as Primary
On the newest quote, Start Sync and designate the quote as Primary to ensure the correct information now flows up to the opportunity.
10 – Update the Old Quotes to Dead
Mark all previous quotes as “Dead – Duplicate” or “Dead – Revisions Needed”