Most drone operators lose enterprise work on the response, not the price.
I teach operators to write the responses that win. Here are the eight things enterprise buyers check before they look at your number.
The eight screens
Most 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.
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Accuracy tied to method
An accuracy number nobody could reproduce.
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QA as a documented process
QA described as a value instead of a procedure.
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Deliverables specified to end use
A deliverable list that is really a sensor spec.
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Data custody and retention
No answer until legal asks for one.
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Safety and regulatory evidence
A certificate number offered as a safety program.
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Procurement package completeness
One missing certificate at a deadline nobody extends.
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Capacity and continuity
A one-person operation described as a company.
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Pricing built for the contract vehicle
A project quote submitted against a program requirement.
The Commodity Trap
Most licensed drone operators are stuck selling deliverables: photos, videos, point clouds, and maps. When you sell deliverables, you compete on price.
Operators who got out
Two operators. Same drones they already owned. Enterprise agreements.
The 3-Tier Positioning Model
Same drone, same pilot. The tier you sell from decides the number on the invoice.
- Commodity: $500 - $2,000
- Specialized: $3,000 - $8,000
- Enterprise: $10,000 - $50,000+
Jason San Souci
Jason San Souci has spent 25 years in remote sensing and GIS and has written enterprise drone bid responses that survive procurement review. Certified Mapping Scientist - UAS, Certified GIS Professional, and Director of the ASPRS Rocky Mountain Region.
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