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Eight things enterprise buyers check before they look at your price.
The list I run my own enterprise responses against before they go out.
Most drone responses are eliminated before anyone opens the pricing. Not because the number was wrong, but because the response failed a screen the operator never saw.
These are the eight screens. One page, no fluff.
01
Accuracy tied to method
An accuracy number nobody could reproduce.
02
QA as a documented process
QA described as a value instead of a procedure.
03
Deliverables specified to end use
A deliverable list that is really a sensor spec.
04
Data custody and retention
No answer until legal asks for one.
05
Safety and regulatory evidence
A certificate number offered as a safety program.
06
Procurement package completeness
One missing certificate at a deadline nobody extends.
07
Capacity and continuity
A one-person operation described as a company.
08
Pricing built for the contract vehicle
A project quote submitted against a program requirement.