Quote-Performance-Assessment - Adaptive Design Strategist

Proposal/Quote Optimization Intake

Current Quote Performance

How many quotes are you sending per month?

What’s your current win rate percentage?

What percentage of quotes go dark (no response)?

What do you think is the biggest reason quotes are getting lost? (Price? Slow follow-up? Competitor undercutting? Lack of urgency?)

What is the average response time from a prospect after receiving a quote? (Do they respond within days, weeks, or months?)

Are you tracking when deals stall? (e.g., at the proposal stage, budget approval, procurement?)

Quote Differentiation & Pricing Strategy

How do you typically position your pricing? (Are you leading with cost, value, ROI, or a competitive bid?)

Are your quotes customized per client, or do you use a standard template?

Do your quotes include: • ROI calculations? • Cost-savings projections? • Implementation timelines? • Success metrics? • Competitor differentiation?

Have you tested different pricing structures? (Discounts, flexible payment terms, or value-add incentives?)

Current Follow-up Process

What’s your typical follow-up process after sending a quote? (Email, phone, LinkedIn, other?)

How many times do you follow up before moving on?

At what stage does follow-up usually stop? (After one attempt, two, or more?)

Do you personalize follow-ups, or are they generic reminders?

Are you tracking when follow-ups happen and their impact on conversion rates?

Do you receive clear feedback when you lose a quote? (If so, what patterns have emerged?)

Competitor & Market Positioning

Do you know why customers choose competitors over you?

Are you currently tracking patterns in lost deals?

What do you believe is your strongest differentiator in the market? (Technology, service, customization, price, etc.)

Do you typically compete with:• Direct competitors offering a similar solution? • Alternative solutions (e.g., an in-house process instead of outsourcing)? • Doing nothing (no decision made at all)?

What are the most common objections you face before losing a deal? (Price, urgency, complexity, budget constraints?)

Buyer Behavior & Decision Process

Who are the primary decision-makers involved in your sales process? (Owner, CFO, Operations, Procurement?)

Do you pre-qualify leads before sending a quote? (If so, what’s your criteria?)

What percentage of quotes are sent to non-decision makers first? (Are quotes often being sent without first identifying the final decision-maker?)

Do you assess a prospect’s cost of delay before quoting? (i.e., what happens if they don’t move forward?)

response your budget

How urgent are the projects you typically quote on? (Immediate need vs. long sales cycle?)

Do you know the budget of prospects before quoting?

Financial Impact & ROI Projections

What is the average customer value (revenue) per quote?

What percentage of lost quotes could realistically be won back with better follow-up or positioning?

If you could increase your win rate by even 5-10%, what kind of revenue impact would that have?

What’s the lifetime value of a typical customer? (If they buy once, do they return for more business?)

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