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Step 3: Web Demonstration

When a preliminary design has been created, Dodd contacts the client for a Web demonstration. Using a shared browser connection and a conference call, Dodd explains the basics of the application and familiarizes the client with the technical features of the equipment that will be used.

The Web demo is a convenient, no-pressure way for the client to get a very personalized demonstration of the proposed alarm monitoring solution, covering both the broad application and the fine technical details.

Step 4: Quote

If the client approves the initial presentation, Dodd's staff prepares an in-depth written quote that details the client's existing situation, how the proposed solution will improve that situation, and the technical functionality of the equipment.

"First we reiterate our understanding of your as-is situation, and we explain how where going to take you from where you are right now to your desired end results. Then we get into the nuts-and-bolts aspect of how it's going to work in your network," said Dodd.

"We also provide extensive application drawings with the quote. We spend a lot of time creating the drawings, because they really help you connect the dots and see what we're proposing.

"The quote also includes a price page that breaks down the cost on a line-by-line basis, and a list of referrals to existing DPS clients. These are companies in your industry, sometimes even in your geographical area, that use similar equipment to what you have now and similar equipment to what we're proposing. We want you to see you're not buying something that's untested or unproven."

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