Get Rid of Non-Fit Clients —Morgan

Here are just a few tools you can use to evaluate your customers to determine which ones are the best fit for your company:

• Hit ratios (the number of jobs quoted vs. jobs awarded). This is a great resource to see if your estimating team can become more efficient. There are just two simple things to consider. Find out which customers (or prospects) you do a significant amount of quoting for, but rarely or never get their jobs. You should also evaluate hit ratios by type of job. For instance, does your company keep quoting perfect-bound books, but is never awarded the work? Foregoing a deep analysis, it’s likely your estimators could give you immediate input on this.