Winning multi-site DGUV V3 clients: quote separately for the pilot and rollout

A business with several branches is looking for a DGUV V3 inspection provider. Head office first wants to see how your business works at one site. This gives your sales team a specific decision: what useful, self-contained pilot order will you offer, and on what basis could the customer later order services for other sites? A clearly described first package makes your service tangible and further expansion possible to cost.

The first site is a real customer order with its own result. The work can also reveal what coordination the other branches need. Both purposes should be clear in the quotation. If the customer orders only the pilot, it must be worthwhile in its own right. A potential rollout is a further decision needing its own basis.

Make the pilot objective specific with purchasing

First ask what head office wants to assess after the first site: cooperation with local contacts, usability of results or the effort of its own coordination? A precise objective helps you present the relevant service. “Let’s try it” leaves unclear what will guide the customer’s subsequent decision.

Translate the objective into a visible result. If purchasing wants to circulate the agreed results overview internally, describe the format you actually offer. If local coordination is to be tried out, agree on the contact and preparation process. The technically required inspection still needs to be determined for the actual order.

Keep additional organisational learning questions limited. A pilot should deliver a useful inspection order without becoming an unlimited consultancy project. Define which feedback you will discuss with head office afterwards. Your team then knows which experiences to record and which work belongs to the ordered scope.

Select a suitable first site

Start with actual differences across the branch network. Ask which sites are broadly similar and where there are special working areas. A small office and a workshop site may need different preparation. This overview lets you explain which findings from the pilot can usefully inform other sites.

An accessible location can make starting easier without automatically being representative. Discuss whether the customer deliberately wants to try a simple workflow first or choose a typical site. Both can suit the order when the purpose is clear. A good sales conversation explains how far the experience can be applied later.

Do not promise general approval of the entire network from the first visit. Your quotation specifies the included site and areas. Your business clarifies conditions at further branches separately. This provides a manageable starting point while keeping local differences visible.

Connect central requirements with local preparation

Clarify which information comes from head office and which from the site. Purchasing can specify an invoice structure while local management knows access arrangements and contacts. Assigning both responsibilities clearly gives the customer an understandable preparation step instead of several disconnected messages.

A shared working overview may be enough. Include the site name, responsible person, agreed area and response still needed. Whether you use a spreadsheet or an existing system depends on your capabilities. This overview is your organisational recommendation, not a promised data field within a purchased customer enquiry.

Agree who consolidates responses for the site. Head office need not answer every detailed question, but it needs to know about gaps relevant to its decision. Report specifically what is missing and how that affects quotation preparation. The customer can help without disclosing all its internal procedures.

Cost the pilot as a self-contained quotation

Describe the first site’s service and conditions. Which areas are included, what preparation is expected and what result will you hand over? The calculation must support that actual order. Anticipated follow-on work cannot subsequently justify a pilot whose economics are unclear.

DGUV Information 203-071, appendix D, identifies special operating conditions as a basis for an appropriate quotation, including additional travel routes and greater inspection effort. For sales, this means including the first site’s circumstances in the quotation basis and clarifying them again for other branches.

Show which agreed coordination you provide during the pilot. A head-office kickoff or joint review takes time. If included, your team needs to know. Do not invent standard industry prices. Use your actual costs and explain the service the customer receives.

Prepare the decision about further sites

Before the pilot, agree when and on what basis you will discuss expansion. The agreed handover with feedback from the first site can provide a suitable occasion. The customer can assess whether the workflow suits its organisation. A provisional wish to start all branches remains separate.

Afterwards, head office should distinguish completed pilot scope, outstanding points within that order and potential services at further sites. This keeps the follow-up conversation clear. An open point at the first site is neither hidden nor automatically a reason to suspend every other plan indefinitely.

Ask who actually decides the next order. Positive feedback from local management matters but may leave central purchasing’s decision open. Explain the possible next steps and information needed to the responsible contact. You facilitate the route to an order without treating a friendly response as a commitment.

Build an adaptable process from the pilot

After the first order, record which parts worked: an understandable preparation note, a clear contact route or a usable results structure. These experiences support your next quotation. They do not replace reviewing the next branch individually.

Also record assumptions that changed. The local equipment inventory may be structured differently than expected, or scheduling may require another person. Describe the specific change and its impact on your service. The pilot then produces practical improvement instead of a vague report of “good experiences”.

For the next site, reuse suitable organisational elements and examine local differences. This lets you offer continuity. A consistent contact route and individual site preparation can work together. Reusable elements must actually fit the next services being ordered.

Example: an office site before a workshop network

A hypothetical multi-site customer first wants your business to serve its central office. Several workshops could follow. Purchasing wants to see how the results handover works. Your pilot quotation covers only the agreed office areas and the specific handover offered to the responsible person.

During the review, purchasing confirms that the structure works for internal circulation. Information on local areas and preparation is still missing for the workshops. You reuse the proven handover process, but do not issue identical inspection quotations for all branches. The responsible people clarify the additional foundations.

The customer then decides which workshop should receive a quotation next. This second order needs its own confirmed scope. Successful office cooperation is evidence supporting trust in your workflow. It is not a technical assessment of the workshops, a promised volume package or guaranteed follow-on revenue.

Describe the rollout framework clearly

If the customer wants to expand, you can summarise recurring organisational arrangements: contact with head office, local preparation and the desired allocation of results. Describe services your business actually offers. Involve the responsible people in contractual details; an editorial workflow does not replace individual contract review.

Explain what still needs determining for each site. Scope, working conditions and a suitable date belong to the specific discussion. An organisational framework alone does not order every branch. Keep clear which site is commissioned and which is only being considered for another conversation.

Where travel distances increase, check your actual ability to serve the next site before committing. A shared corporate group does not shorten the journey. Sales can prepare service sensibly when it knows the teams responsible and their capabilities. The customer receives an understandable expansion option that matches what you can provide.

Confirm order and invoice allocation for each site

Before the first expansion, clarify the business name and site to appear on the order. A shared brand does not tell your office what purchasing needs for internal processing. Request the specific ordering information needed for your own handling. Commercial handover can then connect to the site actually commissioned.

Also ask how the customer wants to allocate services in its own overview: separate site details or a combined presentation with identifiable individual items? Offer the version you can deliver. A consistent presentation must keep differences in ordered scope visible. Your contact should be able to resolve a later accounting query using the agreed information.

Keeping commercial details with the current quotation makes allocation understandable if contacts change. Before the next order, check that the arrangement still fits. Confirm new details for that order without silently rewriting completed cases. Invoice preparation then adds a useful arrangement to the rollout that purchasing can actually assess and order.

Keep expansion steps visible in your sales process

Track the pilot and each further quotation decision as identifiable steps. Your office can see which documents belong to the current order and which are needed only for possible expansion. Clear allocation also protects communication: the contact receives the right question for the actual site.

Distinguish confirmed orders from expected opportunities in planning. You can allow time for a follow-up discussion without treating it as booked inspection days. If the customer changes the sequence, update open steps and clarify consequences for agreed services directly.

After the first expansion steps, assess where your process helps the customer. Does a shared preparation overview reduce questions? Do results reach the right people? Use specific feedback for the next service. The pilot becomes an understandable introduction and rollout becomes a series of individually clear customer decisions.

Win new business enquiries for your site offer

A clear pilot offer helps your business answer new enquiries with a specific service. Prepare objective, result and expansion decision where the prospect actually wants several sites served. A particular number of branches or pilot request is not a promised order filter for DGUV V3 leads.

Through webRichtung, you buy customer enquiries for DGUV V3 inspections in Germany. You agree scope and commissioning directly with the prospect. On the DGUV V3 purchase page, you can register and review the current offer. In webRichtung Customer, choose territory, delivery type and monthly cap; you see the current price before a binding order.