About Quoting

The sales manager and the owner.

The pipeline is a gut feeling. The close rate is quoted from memory. Comparing this quarter to last means two exports and a spreadsheet, so it rarely happens.

A filter bar for Entity, Confidence Level, Project Type, Vertical Market, Business Segment and Period (to-date, last, or custom dates). Then two rows of cards. Pending, Quoted, Won and Close Rate, each with dollars, count and a trend against the prior period. Beneath them the per-quote averages: Average Pending, Quoted, Won and Margin. A Leaderboard ranks people three ways: Quoted Sales, Won Sales and Close Rate.

• The pipeline in dollars, count and direction. Each stage with a trend arrow, so "up or down" needs no second screen.
• Where the wins are. Slice by market, segment or project type and the whole page re-ranks, so the profitable niche stops being a hunch.
• Three leaderboards, because they disagree. Who quotes the most, who wins the most and who closes at the best rate are rarely the same person. Seeing all three changes the coaching conversation.
• Good wins, not just wins. Average Margin beside Won says whether the work being landed is worth landing.

Whoever runs the weekly sales meeting.

The meeting sheet is rebuilt by hand every week. Year-to-date and this-week live on different tabs, and last week's sheet is overwritten by this week's.

One row per entity in the organisation, with a Totals row. Quoted year to date and Won year to date, each as count and dollars, stay fixed on the left. A week pager in the header steps one week at a time across four stage groups for that week: Pending, Quoted, Won and Lost, each as count and dollars. Filters for Project Type, Vertical Market and Business Segment, plus Hide Zeros to collapse entities with nothing to show.

• The meeting sheet is already built. Open the page, run the meeting.
• The year stays still while the week moves. Page back and the year-to-date columns hold, so this week is always read against the year.
• Last week is still there. Page back to see what was on the sheet last Monday, and the Monday before.
• Only the entities in play. Hide Zeros keeps the sheet to the offices with something to discuss.

Estimators, whoever owns the cost model, and the owner watching margin.

What goes into quotes, the labor hours, the parts, the subcontractors, is invisible in aggregate. Catalog prices and labor rates drift, and nobody can see which lines are quietly eating the margin.

Five tabs, one per cost category: Parts and Material, Labor, Expense, Equipment and Subcontractor. Every tab shares the same filters: Date Range, Office, Business Segment, and Stage (Won Only, or Won and Quoted). Each tab has a chart and a detail table. Labor lists each position with total hours, number of quotes, average per quote, total cost, total sell and margin. Parts and Material lists each catalog item with units, quotes, average per quote and cost.

• See what carries the cost. The handful of positions and items that make up most of every quote are named, with totals.
• Find the rate card errors. Margin per labor position shows where the sell rate has fallen behind the cost.
• What is sitting in open quotes. Switch Stage from Won Only to Won and Quoted and the difference is the labor and material waiting on a decision.
• A consistency check on estimating. Average per quote, by position and by item, shows whether estimators are building quotes the same way.