Telling customers what it costs.
WHAT A QUOTATION SHOULD STATE
What is being produced, precisely Quantity Material and specification Finish Dimensions Price What is included and excluded Turnaround Validity period Payment terms
WHY SPECIFICATION IN DETAIL
Print is compared on price, and customers compare quotations for different things.
WHAT TO STATE EXPLICITLY
Material weight or type Whether lamination is included Whether installation is included Whether artwork preparation is included
WHY INSTALLATION SPECIFICALLY
It is a substantial cost and it is frequently assumed.
WHAT TO ESTABLISH
Whether the price includes delivery.
WHAT TO ADD FOR VARIABLE FACTORS
Provisional amounts, stated as such.
WHAT TO DO ABOUT QUANTITY BREAKS
Show them.
WHY
Customers frequently increase quantity when they see the unit price fall.
WHAT TO ESTABLISH ABOUT ARTWORK
That the price assumes print-ready files What preparation costs if they are not
WHY
Artwork work is substantial and routinely unpaid.
WHAT VALIDITY PERIOD TO STATE
Short, where material prices move.
WHY
Quotations honoured months later lose money.
WHAT TO AVOID
Quoting without seeing the artwork or the site.
WHAT TO TRACK
Quotations issued and converted.
WHAT LOW CONVERSION INDICATES
Pricing, or competing on the wrong things.
