Client Stories
Who is our latest BIG win?
Gilbane! They are 12 on the ENR top 400.
Describe team estimating in 20 seconds.
- Include a comparison to help the prospect understand the idea.
Must meet time requirement, rest is up to Admin.
"I am actually about to go into a meeting".
"That okay, out of respect of your time, when is the best time for me to reach back out? Can I send you a calendar invite for that time?
When would you use ConnectnSell?
- Include what groups you are calling in the scenarios mentioned.
- Prospecting new accounts at the user level.
- Coaching sessions targeting users and influencers.
- During stagnant call hours targeting users and influencers.
List 3 of our last 5 partnerships
Gilbane, Big-D, Level-10, LS Black, Erdman, Clayco, Guido Brothers
Describe 2 of our top 3 Client Stories.
- Balfour Beatty
-Clark
- Layton
- Gilbane
-Big, D
- Level-10
- incorporate a feature to your answer.
- time limit: 30 seconds
Answer should be concise and add value through integration, possibly adding a client story here.
"We recently upgraded Timberline to its newest version and we think it is going to meet our needs."
" I'm glad to hear that your team is thinking about the future. I'm curious to ask, what goal is this upgrade accomplishing for you? Is it solving frustrations that you were facing?"
Describe your purpose statement to a preconstruction manager.
- Assume you got their name form estimator who told you they are in charge of new tech.
- The rep on the line said that sounded like an interesting solution.
approval based on group/admin
What is new about our website?
Culture section within the About us.
What is the Big-D Client Story?
Must include:
- Location
- Biggest value add
- How you make this relevant.
Headquartered in Salt Lake City, Utah, BIg-D (61/400 ENR) had evaluated and tested several solutions, the exploration of Estimator lead BIG-D to move forward with DESTINI as its estimating platform.
Value Adds: Standards for growth and cost history.
Describe the biggest changes that are coming with the 2019 1.0 Release
- Team Estimating.
- Easy creation of assemblies.
- Conceptual estimating expansion.
- modifying line items
- moving cost from one estimate to another
"We are facing a ton of work right now, we will have to push this out till next month."
"I completely understand, that is actually one of the biggest value-adds that teams like (Client Story) have gained. Speed and accuracy is everything in preconstruction. What can I do to support this until we speak next month at...
Describe all of the tech that is available for use before an AWAF.
- Describe the value for each tech mentioned.
LinkedIn Navigator: check prospect work history for relevant Client Story
Crystal Nose: Check our the prospect personality profile.
Salesforce: check out activity history for relevant Rapport.
Describe the Autodesk University recent event with Michael Boren.
Andy Leek of PARIC Corporation and our own Michael Boren discussed “Estimating and 3D Quantity Takeoff with BIM 360”
What is the Level-10 Client Story?
Must include:
- Location
- Biggest value add
- How you make this relevant.
Headquartered in sillicaon valley (CA), Level-10 is one of the fastest growing construction companies (60/400 ENR) and does a lot of work with high-tech companies who expect rapid response time with high degrees of predictability and transparency.
Value Adds: Growth and Speed
Considering that Primebid just got bought, describe the way that DESTINI-Estimator is able to tackle bid solutions.
- Time limit: 30 seconds
- Within DESTINI-Estimator, our dashboard page can host "excel sheets" that will mirror the way this is done in excel today. This allows us to maintain the integration, allowing for LIVE updates on all of the data.
"Our preconstruction team is below ten and I don't think that we need this as opposed to excel right now..."
"Understood, there is nothing wrong with excel. That is why we have direct excel logic in the program, but with the added functionality like integration that can eliminate the duplication of work.
- Would the elimination of duplication, risk of broken data, and enhanced reporting be of value?
What makes an account a must pick during account turnover?
An account that presents:
- Previous interaction history including email signatures
- Closed lost opportunities that were derailed by timing.
- An account that uses Legacy Tech.
Describe our new sales process from top of the funnel to closing.
- Include which positions are involved at what part.
*up to group/admin decision*
Ray Miller, Vice President of Pre-construction for Balfour Beatty. “The parametric estimating functionality in this upcoming release is awesome and will allow us to integrate our existing cost models directly into DESTINI Estimator to drive our conceptual estimates bringing the flexibility our users love with the structure and consistency I need as a pre-construction leader at Balfour Beatty.”
- Translate this to your own words and define the value being added.
Michael Boren, Chief Technology Officer of Beck Technology. “Integrating our customers throughout our development process is vital to delivering on this goal. We take a lot of pride in listening to our customers’ needs....
Value add: Partnership of worth
Describe Data Manager, the structure of the database, and is the program is local or hosted.
- Data manager is the bridge for the database internally of DESTINI-Estimator.
- Allows only the admin to manipulate the database and push the data to users.
- The database is SQL, one of the faster model in IT today. We do host this naturally on site but it can be hosted on the WEB. Including in Azure and AWS.
"What you are telling me is great, but our group leader has shut down the last 2 initiatives because he is attached to sage."
*answer is up to discretion by the group/admin*
- This should be a huge sign to disqualify the account.
Describe our sales process as if you were speaking with a client.
- Sell the exploration while keeping the pitch short, 40-second max.
- Land the demo at the end as your call to action.
Answer depending on group/admin approval.
What is this months webinar about?
In this month’s webinar, we welcome Brent Pilgrim, DESTINI Applications Director of The Beck Group! He will discuss along with Stewart Carroll, President of Beck Technology, how DESTINI Estimator suite products are being utilized inside The Beck Group.