It has already been stated that the commercial/industrial sales cycle is a bit more complex than residential. That being said, the real ‘selling’ on the commercial side happens BEFORE the proposal is delivered. I bring this up because you can have the nicest proposal in the world, but if the customer doesn’t understand/want/need the recommendations, it will turn into a huge waste of time (and money).
That being said, here are the components I would recommend included in a commercial proposal:
**1 - Cover Page: ** Just something nice to look at when you first see the proposal. Normally I would use an overview of the building or an overview of the roof in question.
2. Contact Detail Page: A page that has the customer’s name, location and contact information as well as your own. This helps for contract approvals since the job location and building owner are often not the same. Can be inserted directly into a contract.
3. Intro Letter: A brief letter summarizing the project to date. It should be customized and serve the purpose of bringing someone who has not been working directly with you up-to-speed. This should NOT be a letter talking about how good your company is!
4. Overview of Roof Section: Google Earth or BING satellite photo with the area(s) in question outlined. You can use a program like Microsoft Publisher to make some pretty awesome creations in a very short amount of time. WOW factor anyone?
5. Picture Book: Most customers have never been on, or seen, their roof. The pictures are what commercial salesmen should use to engage the customer.
a. Overview Pictures: General overview pictures of the underdeck, rooftop and set-up
b. Defect Pictures: Pictures of where the roof system is failing
c. Misc Pictures: Any special safety concerns, set-up issues or other items that the customer has previously addressed as important that warranty special mention
6. Roof Condition Summary: Picture and analysis of the core sample (if applicable) and general summary of all elements of the roof. I also include a brief recommendation based on the information presented that leads into the construction specification. This is the halfway point and a great place to summarize.
7. Construction Specification: Highly detailed breakdown of the recommended roof system. The more thorough the better. Items to include would be: Project Preparation, Safety Set-up, Surface Prep, Insulation Attachment, System Application, Sheet Metal Accessories, Standard Operating Procedures, etc… I include any material data sheets and shop drawings that are relevant. I should make clear that detailed and thorough do not mean putting a ton of generic crap that don’t relate to the project. The more specific, the better.
8. Safety: Safety resume, set-up photos and anything else that might be relevant to the job. Commercial projects are becoming more and more safety conscious.
9. Investment Summary: Price page with Options/Accessories and Terms
10. Company Info: Literature about company - mostly for purchasing people (W-9, Qualification Statement, etc.)
11. FAQ: List of Generic Questions that could help people through the process of buying a roof.
Hope this helps!