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Locations

Even a business with only one location may have to address what work will be performed at the customer’s site and what work will be performed at the company’s office

Ingredients

  • What aspects of the project will be performed on-site and which will be performed off-site?
  • Which existing locations (if any) will be involved in the project?
  • What (if any) new locations will be established for the project?  Include an explanation of their selection and resource allocation.
  • If the customer has multiple locations, how will you support them?
  • Will you need to conduct any client site surveys?
  • What travel will be required to other locations?  Include any related management and accounting processes required.
  • What technology you use for geographically dispersed collaboration?
  • How much shipping/transport you anticipate and how will any deliveries be made?

Recommended Approaches

If the customer has more than one location, you may have to address how you will provide coverage.  If you have more than one location that is involved in the project, you may want to describe the roles of that location’s staff, and how the customer will benefit from that additional support.

Strategies

If your locations are already established, then you may want to emphasize that you are ready to start immediately and draw attention to your locations.  In this case, you may wish to include a sub-heading for location, even if it is not required.

If location is important to the client, then focus on selling it by providing:

  • A map that shows how close you are to the client
  • A matrix that shows how your locations map to the clients
  • A chart that shows the role your locations will play in each phase of the project
  • The locations of key vendors or subcontractors
  • A chart that shows what work will be performed at the customer’s site, what work will be performed elsewhere, and how the customer will benefit

If you will need to open new locations, then demonstrate familiarity with the real estate market, criteria for selecting a location, and timeline for acquisition. If any of your competitors may need to open new locations, then describe the risks associated with uncertainty in the real estate market and timeline to open a new location.  Show how you have mitigated these risks.

Samples

 

 

 

Customer Location 1

 

 

Customer Location 2

 

 

Company Locations

 

 

List your closest locations

 

 

List your closest locations

 

 

Resources

 

 

Describe the resources that you have at those locations

 

 

Describe the resources that you have at those locations

 

 

Staffing

 

 

Quantify the staffing you have available near those locations

 

 

Quantify the staffing you have available near those locations

 

 

Capabilities

 

 

Describe your capabilities at those locations

 

 

Describe your capabilities at those locations

 

 

 

The items you identify in the left column, and details in the other two, should be directly relevant to the customer.

 

 

 

 

 

Location

 

 

Benefit to the customer

 

 

Company Site 1

 

 

 

 

 

Company Site 2

 

 

 

 

 

Company Site 3

 

 

 

 

 

 

 

 

This format is good when you have more locations than your competition and you want to drive home the benefits to the client

 

 

 

 

 


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