How to Use a Quality Management Program to Increase Sales

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It’s time to show your Sales Team how the QC System works.

Quality Management in the construction industry tends to focus attention on decreasing errors and mistakes on the job site. A well-implemented quality management system enhances the efficiency of operations, thereby reducing time and costs. Utilising quality management software can play a crucial role in streamlining processes and facilitating oversight. Additionally, embracing total quality management principles can lead to improved overall performance, potentially impacting sales positively.

Indirectly, it already does. Good quality leads to customer satisfaction.  A good quality management program also reduces errors which leads to a streamlined construction process that stays on schedule, instils confidence, and keeps unexpected costs down.

However, that’s an equation rarely shared with the sales team. And if it is, do they understand it well enough to sell it as a benefit to prospective customers?

A Quality Management Program, integrated with a streamlined quality management system (QMS), serves as a sales asset in this industry. The QC steps drive incremental improvements, reflecting a commitment to continuous improvement. Forward-thinking builders and contractors are now focusing on customer relationships and sales goals, all while upholding quality management standards.

Get your company leaders on board: Use this powerpoint template to sell your  quality management program »

Commencing with the bedrock of adherence to quality management systems within an encompassing Quality Management Program, the underpinning of contractor trust is solidified. As the Sales Rep gains a comprehensive comprehension of the inner workings of the program, an authentic confidence in the marketed product takes root.

Furthermore, the articulation of explicit quality objectives serves as guiding beacons within the program's landscape, directing the path towards excellence. Running in parallel, the meticulous implementation of quality control measures ensures steadfast alignment with these objectives, thereby fortifying a culture of unwavering quality.

 

 

When the construction team follows QC Checklists, they reduce the risk of construction errors and omissions. To the customer, that means a smoother building experience. There will be fewer delays and less jobsite repair and workaround turmoil. Whether the customer actually notices the absence of this is questionable. However, they do notice when repairs and delays do occur, and it kills their building experience.

Read How to run a Quality Management Program on 20 minutes a day

Learn more about FTQ360'S 6 Essential QAQC Functions For Construction Projects

Tandem “job ready” and “job complete” scoring holds both the Trade Partners and the Contractor accountable for construction phase-completion. The trade rates the job when he arrives; the Contractor rates the job when the trade leaves.

This not only benefits the schedule but also enhances the jobsite itself. The dual scoring reinforces a cleaner, safer, and more organized construction site, aligning with customer expectations. Both customers and Sales Reps gain confidence in the contractor and building quality during site visits due to a commitment to quality assurance. Continuous quality improvement further ensures standards are met and customer expectations exceeded.

For many contractors, jobsites are littered with half-finished tasks and incomplete installations during milestone customer meetings. Such distractions erode the customer’s confidence in the construction-quality and the contractor’s competence. QC inspections ensure all work is complete and correct, and the jobsite exhibits the best possible presentation for a customer meeting.

Again, this speaks to customer experience. They may not consciously realize the order and synchronicity of the QM Program with the building process, but they certainly notice it when it’s out of whack.

Finally, improved building quality means less warranty hassles later. The program as a whole—every QC inspection, checklist, Hot Spot photo and process improvement—allows the Contractor-Trade Team to deliver a project that’s as durable and defect-free as possible. For every mistake corrected on the jobsite during construction is a future warranty claim that will never be made. That creates customer loyalty.

Your Quality Management Program equips the Sales Team strategically. Integrating sales strategies into the quality management framework is vital. Quality-conscious Sales Reps excel here. Using insights from a quality manual and embracing a QMS standard, your team gains an edge that resonates with customers.

Free Quality Management Sample Powerpoint

 

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