Recommendations for an Improved RfQ Process
Eskeli, Arttu (2025)
2025
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2025060520864
https://urn.fi/URN:NBN:fi:amk-2025060520864
Tiivistelmä
The objective of this study was to propose recommendations for an improved RfQ process to enhance RfQ handling procedures and reduce the manual workload of the sales team. The case company had identified the need to dedicate more time to higher-value activities.
The research approach chosen for this study was design research, and the study was conducted in four stages.
The first stage, the current state analysis, was used to develop a process description and map, identify strengths and weaknesses, and determine a critical weakness to focus on. The second stage was the literature review, which aimed to identify the best practices and tools for addressing the weaknesses found in RfQ handling process. The third stage involved the development of the initial improvement proposals, which were co-created with relevant key stakeholders. In the fourth and final stage, the initial proposed actions were validated by the Area Sales Manager of the sales team. Based on the feedback received in the validation stage, the proposals were adjusted and finalized accordingly.
The final proposal provided the case company with a list of seven recommended actions to improve the RfQ process. By implementing these actions, the manual workload of the sales team could be significantly reduced, and the quality of the offers improved. The outcome of this study offers the case company a more efficient RfQ process that can serve as a competitive advantage.
The research approach chosen for this study was design research, and the study was conducted in four stages.
The first stage, the current state analysis, was used to develop a process description and map, identify strengths and weaknesses, and determine a critical weakness to focus on. The second stage was the literature review, which aimed to identify the best practices and tools for addressing the weaknesses found in RfQ handling process. The third stage involved the development of the initial improvement proposals, which were co-created with relevant key stakeholders. In the fourth and final stage, the initial proposed actions were validated by the Area Sales Manager of the sales team. Based on the feedback received in the validation stage, the proposals were adjusted and finalized accordingly.
The final proposal provided the case company with a list of seven recommended actions to improve the RfQ process. By implementing these actions, the manual workload of the sales team could be significantly reduced, and the quality of the offers improved. The outcome of this study offers the case company a more efficient RfQ process that can serve as a competitive advantage.