This sales engineer's project is dying out here by Tony Green

Image of Technology and Cash

Part of my job function as a sales engineer with a manufacturer’s representative in the utility industry is to provide our partners the technical information required to prepare quotes and estimates for high priced engineered gear. My long term goal is enabling our partners to provide solutions for our customers.   

In many ways you are bridging the gap between what is known and what is required. Upon initial glance the concept sounds simple enough. What can stop you?

  

The first thing which can be challenging is neither side is clear on the information required to quote a project.  That’s right the details. In the beginning stages of some projects the scope might undecided but by the time you call me asking for a budgetary cost should have a high level picture of what a project will entail.

The second situation which can cause problems is that everyone involved not playing along. For example, if a project is not viable for our partner for whatever reason why don't they inform me so I can break the news to the client so they can explore other options. What needs to be avoided is asking for more documentation regarding the project waiting until you get tied up in other activities.

Once a request is not answered then the answer for why the customer was not quoted becomes, we were not given all the details. Of course, what needs to provided is never specifically stated. On the other hand some customers would rather not fully specify a project but make a menial effort and let the vendor try to figure out the scope of the project for them at its time and expense for being in mind no money is made until an order is placed.

The next obstruction is insufficient information.  The specification of these high voltage systems, if not done well, can not only result in equipment failure and major down time or an unhappy customer but an accident that may be harmful to others may occur as a due to the voltage level and power outputs involved.

Without a doubt in instances as these you cannot guess, which is exactly what you are opening yourself to when the relevant information is not communicated. 

This is just another day on the life of a sales engineer. By the way, anyone reading this posting familiar with high voltage transmission cables? Until I get something clarification on this estimate I am trying to get moving in the right direction I will be on the road to dying a slow death.