Sales & Marketing

Pricing & Bidding Strategies

Business owners without exception want their sales to increase and often have a hard time turning down business when offered to them.  Contrary to popular belief, all business is not good business.  Let JTB help your business craft a profitable, sustainable strategy that ensures you are not undervaluing your services.  While also ensuring that your pricing is market competitive.

Customer Relationship Management

The simple truth is “People buy from people” and if the client likes you your organization may be given the opportunity to earn the customers business.  If the customer does not know you, does not connect or trust you, your business will most likely not be given an opportunity to earn their business.  Let JTB Logistics work with your team to ensure that the team is fostering strong and long lasting relationships built on trust, transparency and effective communication.

Requests for Information or Proposals

Your business receives requests for information and requests for proposals regularly.  Having a pre established system and process to ensure that the whole team is looped in and that everyone is supportive of the pricing being proposed is key.  Clients that submit bids without all the requirements or on super tight timelines are sometimes hoping to take advantage of your businesses.  Let JTB Logistics help you put systems and controls in place to avoid accepting business that is not a good fit or is not profitable.

Proper Costing

Most businesses do not properly understand what their true costs are when bidding on new business.  If you or your team do not understand how to arrive at your true costs, if you don’t know what the market will bear.  Then your business runs the risk of bidding too high or too low, both have risk associated with them.  Let JTB Logistics help you and your team better understand how to cost business out based on the: urban environment, vehicle type, time, distance required, etc.  This skill will allow for your business to scale very quickly once the team supports a process.

Competitive Margins

In many small and medium sized businesses the owner is central to any piece of business being priced out.  In some instances he’ll teach or authorize one or two others to price business out.  Pricing should be very transparent to the whole of the team.  Let JTB Logistics help craft a pricing system that allows your team to manage to your exceptions rather than every job accepted.  We’ll work to create pricing that everyone can quote and the team can escalate, if a minimum margin is being contemplated.