Deal cycle 24 days shorter, win rate up 18%

What was not working

Quotes were prepared by hand in spreadsheets, and every one of them waited for a manager who knew the tariffs. A request that arrived on Friday was priced on Monday, and by then the client had two other offers. Nobody could say where a deal stood without calling the person who owned it.

What we did

1. 01Put every request into one pipeline in the CRM, with one owner and one next step per deal.
2. 02Moved the tariff table into a calculator, so a quote is assembled from the route and the volume instead of being retyped.
3. 03Set reminders on deals that sit without a next step, so nothing waits for someone to remember it.
4. 04Built a weekly report on stage times, which is where the lost days became visible for the first time.

Published with written permission from the client, who asked not to be named. That is why the business is described by industry and location rather than by its name, and why every number here carries the system it came from.