The questions
Answer in as much or as little detail as you like — a few honest sentences beats a polished paragraph.
Q1 Quotation & estimation cycle
When a customer sends a box enquiry (dimensions, ply, GSM, print, quantity), walk us through what happens from enquiry received to quote sent. Who does the costing, on what tool (Excel / ERP / manual), and how long does a typical quote take?
Q2 Enquiry volume and conversion
Roughly how many enquiries per month, across which channels (email, WhatsApp, phone, IndiaMART, walk-in)? What proportion do you quote on, and what proportion convert? Do you know why the rest don't?
Q3 Systems of record
What software runs the business today — accounting (Tally / Zoho / SAP), production/ERP, inventory, CRM? Which processes still live in Excel, WhatsApp groups, or on paper?
Q4 Production planning & scheduling
How is the daily/weekly plan made — who makes it, on what basis, and how often does it get disrupted (rush orders, board shortage, machine downtime)? What's your typical on-time-in-full percentage?
Q5 Wastage and quality
What is your current wastage percentage, and where does most of it occur (trim, print rejects, setup, board procurement)? Is it measured job-wise, or only monthly in aggregate?
Q6 Procurement of paper / board / raw materials
How do you decide when and from whom to buy raw materials? Is pricing tracked over time, and do you compare mill quotes systematically or rely on established relationships?
Q7 Customer service load
What do customers ask most after placing an order (status, dispatch date, invoice, documents)? Who answers, on what channel, and roughly how many such interactions per day?
Q8 Dormant customers and past enquiries
Over the last two or three years, how many customers have gone quiet, and how many enquiries were quoted but never closed? Is that list sitting somewhere retrievable — and does anyone go back to it? What's stopped you from working it so far?
Follow-up — if you've tried outreach before
What did you try, and where did it break down — no responses, wrong contacts, no time to follow up, or the leads weren't a fit?
Q9 People and time
Which one or two people in the business are the bottleneck — work stops when they're unavailable? What do they spend their day doing?
Q10 The magic wand
If you had a magic wand and could fix one single pain point in the company overnight, what would it be? Don't worry about whether it's technically possible.
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