The Challenge
A major conservatory company in the North West was experiencing inconsistencies in its quoting process. Customers submitting the same requirements to different sales representatives could receive different prices because quotations relied on a paper-based rulebook that left room for interpretation.
This created uncertainty for customers and made it difficult for the business to maintain consistent pricing across its sales team.
Identifying the Opportunity
Rather than adding further rules to the existing process, we looked at how the knowledge behind the company’s pricing decisions could be captured and applied consistently.
An initial spreadsheet prototype demonstrated that the logic used to calculate quotations could be structured and automated. This provided a practical way to test the concept before committing to full development.
Developing the Quoting System
Following approval of a £30,000 project budget, we worked directly with a developer to turn the pricing logic into a working quoting system.
Development took place over two weeks using a collaborative approach, with the system tested and refined as it was built. This allowed practical knowledge from the existing quoting process to be incorporated directly into the finished solution.
The result was a consistent quoting process that reduced reliance on individual interpretation and made the underlying pricing logic easier to apply across the business.
The Results
Following implementation, the company achieved:
· ✅ 3× increase in quote-to-order conversions
· ✅ Consistent pricing across customer quotations
· ✅ Reduced staff training requirements
· ✅ £300,000 in new orders
The project demonstrated how capturing existing business knowledge and translating it into a structured system can improve consistency while delivering measurable commercial results.
Knowledge Capture in Practice
This project is a practical example of how knowledge capture can be used to solve an operational problem.
Instead of allowing important pricing knowledge to remain within a paper-based process or depend on individual interpretation, the underlying logic was identified, structured and incorporated into a system that could be used consistently across the organisation.
Learn More About Knowledge Capture
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