Successful Walk Through

Can you be more specific that is a pretty vague statement? I am sure there are many here that can lend a hand.

Working on a bid proposal and have scheduled a walk through at the client's locations. I'd like to know specific questions and or best practices that I should use when doing the walk through.

Bids are very precise things versus a RFP/RFQ's or Quotes. If a bid and you can offer something no one else can then push for your strengths to be included e.g. if you can offer PCL at no cost (or PPDM) try to have it included. If its a large opportunity do a SWOT (Strengths/Weaknesses/Opportunities/Threats) analysis over your known competition. If its an RFP or RFQ I've had good luck by offering something of true value that others would charge extra for, this sets you apart and gives reasones for justifying a higher cost.

Walk thru:

Take a picture of each device (this helps jog the memory banks)

Takes notes for all accessories or options on each device

Find users for the device and ask them what type of media do they print onto (card stock, envelopes, ncr, bond paper, etc..)

Print out a configuration list for each device

Ask a user what they like most about the system and then ask what they dislike the most

Ask a user what paper sizes they are printing or copying onto

Anyone care to add anything else??

Take floor maps and mark locations of devices and their relative departments/users. Device to user ratio is an important metric to optimise productivity.

I like Art's notes, I think it is very important to talk to the users. Many times reps focus in on replacing "like-for-like" when the users were never really happy with that machine in the first place.

You can also sometimes discover that an area doesn't need a certain (expensive)feature that was on their old machine meaning you can eliminate it and your competitor (who didn't ask if they wanted it) includes it.