My company does custom web application development. We build applications based on the needs of the client, so our projects really vary in terms of requirements. We typically meet with a client, get requirements, and then give a quote. At this point all our clients came from referrals or word of mouth so this model of pricing worked out well.
I have recently embarked on trying to hire a sales rep (they will be building their own leads). A few of the sales reps we are considering hiring suggest I build out a pricing package to better position a sale. Unfortunately this line of work is hard to package. What would you suggest I try?
Currently I am thinking of setting up a pricing sheet that lists out the most common applications we build along with line item pricing for each feature. This way the rep at least has some guide lines. I do not expect the sales rep to give a direct quote to the prospect. I am expecting the sales rep to get the prospect on a conference call with either myself or my business partner (we will function as the 'sales engineer'). And after we get their rough requirements we give a rough quote. Though during the process I highly anticipate that the prospect will want some type of price range before they agree to a conference call.
Should I try to get the sales rep to not event mention price until after we have a conference call? Any suggestions? Ideas?