Notes for owners · Industry playbooks
How diagnostic centres quote a corporate health camp
A corporate health camp is won in the quote and the chasing after it, not the first call. This post covers what to ask, what goes on the one page, and who follows up.
The GullySales team · Updated 6 Oct 2026 · 5 min read
Rules for this trade differ by state and professional body, and they change. Check the current position with your own council or adviser before you act on anything here.
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A corporate health camp gets quoted well when one person owns the enquiry from the first call, asks a handful of questions before naming any rate, and sends a single page that an HR executive can forward to a finance head without editing. The centre that loses is usually not the dearest. It is the one whose pathology desk sent one rate list, the radiology desk sent another, and nobody rang back.
Who is asking, and what do they need to carry upstairs?
The caller is rarely the person who pays. An HR or admin executive has been told to arrange a check-up for staff, and the real approver, a finance head or the owner, will read whatever the executive forwards. So the quote is written for a reader who was not on the call.
That changes what you send. The finance head wants a fixed list of tests, a total that can be put against a budget line, and a clear statement of what is not included. The HR executive wants to know how the day will run, because they are the one who will be blamed if a large group queues badly. Answer both in the same document.
What to ask before you name a rate
Rates named on the first call get repeated, forwarded and quoted back to you. Ask first. The answers decide the price, and they also show the person that you have done this before.
| Ask | Why it changes the quote |
|---|---|
| How many people, and across how many shifts? | Decides the number of staff and the hours the centre carries. |
| On site or at your centre? | Sample handling, equipment moved and doctor time are different jobs. |
| Is it one package for everyone, or by age and role? | A fixed list is easier to price and to explain. |
| Who pays, the company or the employee? | Some camps are part-paid, which means collecting money on the day. |
| Do family members come too? | Adds people who were not in the first headcount. |
| Who sees the reports? | A privacy decision to settle in writing before the day. |
| Has the company done a camp before, and what went wrong? | Tells you what this contact is nervous about. |
Write the answers down as you hear them. If your centre uses a CRM or even a shared sheet, enter the company, the contact and the date of the next call before you put the phone down.
What goes on the one page
Keep it to a single page that can be read on a phone, because that is where it will be read. It holds the list of tests in plain words, the total for the number of people, what is outside the quote (extra tests an individual asks for, repeat samples), and what the company must arrange, such as a room, water and a list of names.
Add one line on how reports reach each employee and when. Promise only the reporting time your lab can keep on a busy day, and say what it depends on. Then a name and a mobile number for the one person who answers questions. Not a department.
A common mistake is attaching three brochures. The finance head will not read them, and the HR executive will not know which one is the real offer.
On site or at the centre?
An on-site camp is a day of staff, kit and sample transport. Price it as that, including the hours your centre will run short. A camp at your own centre is cheaper to deliver and keeps the employees in your building, which is where follow-up scans and repeat tests happen. Say which you prefer and why. Some companies will move if you give them a reason.
If you run both kinds, put the two options side by side on the same page. Finance heads like to choose.
For example: a garment unit in Peenya
Take a garment unit in Peenya, with an HR manager, two shifts and a finance head who lives in another city. The HR manager rings your centre on a Tuesday. The person who answers asks the questions in the table, notes that the factory will provide a hall and that employees will be fasting, and sends the one-page quote the same afternoon.
Two days later the HR manager is asked whether the rate includes the doctor's consultation. Because the quote says it does not, and says what the consultation adds, the answer takes one message. The finance head signs off. A rival centre that sent a rate card, three brochures and no named contact never hears back.
Who chases, and when?
Quotes die in silence. The HR executive goes into a budget meeting, the festival season arrives, and your quote slides under other mail. Decide before you send it who will ring, on which day, and what they will ask. A good follow-up question is "has finance seen it, and did they have a question I can answer?" Not "have you decided?".
If the answer is no, ask what would make it a yes and write that down. Many camp enquiries that look lost are only waiting for a date. Record it, and call again near that date.
What to do next
Pick the one person who will own corporate enquiries and give them the table above as a call sheet. Write the one-page quote once, with blanks, so a new enquiry takes minutes rather than a day. Our follow-up systems page for diagnostic centres and the CRM page show how centres keep this from sitting in one person's phone, and the diagnostic centres overview puts it in the wider picture. If you want to see where corporate enquiries are leaking in your own centre, the free audit covers it.