Many manufacturing companies struggle with deals that look profitable on paper but barely break even once the order is complete. The issue often comes down to one root cause: inconsistent quoting practices and unmanaged change orders.
When customers request modifications after a deal is finalized, those changes may be small or significant. Without a structured process in place, approvals can happen informally. Some modifications are documented while others are missed, cost adjustments are inconsistent, and production schedules get disrupted. Over time, this “scope creep” chips away at profitability and creates frustration across the sales, operations, and production teams.
How Inconsistent Quoting Creates Bottlenecks
Uncontrolled change orders lead to three major challenges:
- Rising Costs Without Revenue
Adjustments may add labor and material costs that are not reflected in the customer’s invoice. - Production Delays
Informal approvals slow down workflows, leaving production teams guessing about which version of the order to follow. - Customer Confusion
Without clear documentation, customers are not always informed of the cost or timeline impacts, resulting in misaligned expectations.
This combination creates a cycle where margins shrink, teams lose confidence, and projects fall behind schedule.
Why Change Orders Need a CRM-Driven Process
Change orders are unavoidable in manufacturing. The difference lies in whether they are managed consistently through a CRM system that ties directly into operations.
SalesNOW helps eliminate inconsistent quoting by providing a structured process for change order management:
1. Centralized Documentation
Every change request is logged in the sales database. SalesNOW ensures that requests are captured in one place so nothing is overlooked or forgotten.
2. Review and Approval Workflows
Built-in CRM workflow and workflow automation features allow managers to review, price, and approve change orders before they move forward. No more informal approvals or undocumented requests.
3. Real-Time Visibility
SalesNOW integrates seamlessly across devices with mobile CRM, iPad CRM, and Android CRM capabilities. Sales reps can update quotes, adjust pricing, and record approvals on the go, ensuring that production teams always have the most current information.
4. ERP Integration
SalesNOW can connect with ERP systems to keep resourcing and scheduling aligned with sales activity. When change orders are approved, the ERP system updates in real time, preventing disconnects between quoting and production planning.
5. Transparent Customer Communication
Automated processes ensure that the sales team can clearly communicate the financial and scheduling impact of every change order. This not only protects margins but also sets the right expectations with customers.
The Impact of Automating Change Order Management
When manufacturing companies move change order management into SalesNOW, they experience measurable benefits:
- Margins are protected by capturing and billing for every change
- Production delays are reduced through real-time updates
- Sales teams have consistent tools to manage quoting accuracy
- Customer expectations are aligned with documented agreements
This structured approach turns inconsistent quoting into a reliable, repeatable process.
Conclusion
Change orders will always be part of manufacturing, but without a structured approach they can quietly erode profitability. Inconsistent quoting leads to missed costs, delayed production, and strained customer relationships.
SalesNOW provides the tools to bring consistency and clarity to change order management through centralized documentation, automation, and ERP integration. With the right CRM software in place, companies can protect margins, streamline operations, and build stronger customer trust.
Is your quoting process still managed manually or inconsistently? Connect with the SalesNOW team today to see how our best CRM software can streamline change orders, protect profitability, and keep your sales pipeline flowing smoothly.