Service 03
Commercial & Business Development
Growth should be designed, not hoped for.
Context
Bring structure to pricing, enquiries, proposals and the customer journey so growth is intentional and margin is protected.
Technical businesses often win work on capability and reputation, then lose margin in how that work is priced, scoped and converted.
We look at the commercial side of the business as a system: where enquiries come from, how they are handled, how work is priced and scoped, and where value is given away without being noticed.
Common starting points
- Quotes are priced differently depending on who prepares them
- Enquiries are lost between people or inboxes
- Additional work gets done without being charged
Scope
What this work covers
- Enquiry handling and response discipline
- Pricing structure, rates and margin protection
- Quotation and proposal standardisation
- Scope definition, variations and change control
- CRM structure and pipeline visibility
- Customer journey from first contact to repeat work
- Service and product packaging
Outcomes
What improvement looks like
- Enquiries answered consistently and followed up
- Pricing that reflects cost, risk and value
- Scope and variations recorded rather than absorbed
- A pipeline you can plan resource against
Related
Other areas of work
01
Business Systems & Operations
Structure the way work flows through the business so delivery is repeatable, visible and less dependent on individuals.
View area →02
Automation & Digital
Remove repetitive manual effort with practical automation and the right software, chosen for the business rather than for the trend.
View area →04
Engineering & Technical
Engineering judgement applied to technical decisions, specifications, standards and project support where in-house capacity is stretched.
View area →Next step
Start with a conversation.
A short, practical discussion about where the business is now, what is getting in the way, and whether a Business Systems Review is the right next step.
Or call 01306 302084