1. November 2011 | Elevating Your Estimate Tips for standing-out from the crowd November 2011 0

2. November 2011 | Elevating Your Estimate Differentiate Yourself: Turn every estimate into an opportunity. 1

3. November 2011 | Elevating Your Estimate The Written Quotation: Your written quotation or estimate is the “bid” for the project. We all know not all projects are created equal. In some cases, we know we will not “win” the project based on historical data. And sometimes you just don’t really want the project. But in the case of a project that you really want to win, try these simple techniques. 2

4. November 2011 | Elevating Your Estimate More than just an EMAIL Have you told your story completely in an email? Does an email do the project justice? 3

5. November 2011 | Elevating Your Estimate Have you positioned yourself to be awarded this project? The estimate checklist:  Proofread the estimate  Double check the dummy construction  Weigh the paper sample  Provide the press imposition  Calculate the environmental benefits  Review your proposed schedule  Write a cover letter  Include one sample (that relates)  Collate into a colored envelope  Attach a beautiful label 4

6. November 2011 | Elevating Your Estimate Calculate everything: Can you bring additional value to the job? 5

7. November 2011 | Elevating Your Estimate Make a paper dummy Order a dummy, it is an easy way to show that you know the project. Weigh it, measure it, and if the piece needs to mail – go to the US Postal Service Business Center and make sure it meets postal standards. 6

8. November 2011 | Elevating Your Estimate 7 Written Schedule If you want the work, sometimes your schedule must be more aggressive than your competition. At times, speed of the project is much more important than the price.

9. November 2011 | Elevating Your Estimate Even if they don’t ask, show them Mohawk’s environmental calculator is a great way to demonstrate tangible sustainability savings. You can download it by clicking: Mohawk Environmental Calculator 8

10. November 2011 | Elevating Your Estimate Your cover letter Buyers are looking for four things: Price, Schedule, Quality and Service. Offer as many of the four as possible, (although we all know that price and schedule usually inversely effect each other). Tell the buyer why you should be awarded the project. Be clear, concise, and to the point. 9

11. November 2011 | Elevating Your Estimate Use Color: It can be a incredibly simple and powerful tool 10

12. November 2011 | Elevating Your Estimate Present the estimate in person whenever possible Sell the value YOU bring to the project. Your knowledge, reputation, attention to detail, and eye for color are all differentiators. Showing up in person to present a quote means you are serious about the project. Make sure you send a thank you for the opportunity and follow-up with the client. If you have letters of recommendation, feel free to include these. Clients like to know that you are a trusted source. 11

13. November 2011 | Elevating Your Estimate 12 Are you easy to work with? Both convenience and friendliness go far

14. November 2011 | Elevating Your Estimate Mohawk MakeReady provides practical tools and actionable information for digital printers like you. 13 We can help… Visit: www.MohawkMakeReady.com to browse content, request a meeting, or join the community.www.MohawkMakeReady.com