Industry
Construction - Estimation Tool Implementation
Solid LLC
Real Estate / Construction
Products
Sales Cloud
Overview
SOID LLC a leading construction company specializing in deck, carpentry, and framing services, operates within the Twin Cities of St. Paul and Minneapolis.
- Since its establishment in 1980, SOLID LLC has successfully completed over 2,700 projects. Additionally, the company harnesses the capabilities of 65 Salesforce users in its operations.
- With an annual turnover of $7 million, the company boasts a team of 20 Sales and Estimators, along with over 150 project managers and crew members.
Problem Statement
- Over-reliance on a sophisticated yet complex Excel-based estimation tool, posing difficulties in dynamic pricing management and centralized pricing updates for Estimators.
- Challenges in effectively overseeing Sales & Estimators’ progress without proper tracking records.
- Difficulty in ensuring accuracy in estimation, leading to under or overestimation due to limited visibility on work items and products.
- Need for integration with the Stratosphere take-off tool for comprehensive measurement capabilities.
Solution Implemented
- Facilitated the seamless transition from lead management to sales opportunity management within the Sales Cloud, incorporating distinct stages and processes for improved sales pipeline visibility.
- Customized and configured a highly adaptable pricing and product structure within the Sales Cloud, offering a versatile approach to meet diverse needs.
- Developed a sophisticated user interface tailored to replicate the Excel-based calculator, ensuring familiarity and ease for scope and product selections.
- Established integration between Salesforce and Stratosphere for precise measurement and estimations, enhancing accuracy and efficiency in project assessments.
How Did it Go?
- Increase in lead conversions and improved customer retention rates post-implementation
- Achieved comprehensive management-level visibility into all estimations, facilitating detailed win/loss reports for strategic analysis.
- Predict the trajectory of projects and the sales pipeline
- Enhanced accuracy in estimations provided by estimators, minimizing the occurrence of under or overestimation errors.
- Empowered estimators to confidently bid on higher-budget projects, alleviating concerns regarding inaccuracies in estimates.
- Delighted customers with accurate quotes while ensuring the company achieves expected profit margins on projects, resulting in a mutually satisfactory business outcome.”