Financial Solutions
Builders & Reality CRM Solutions
CRM software represents a new way for the construction industry to manage getting work and tracking customers. The benefits of standardizing an organization’s sales process and gaining insight into all aspects of the bidding process can provide a real and immediate return on investment. Companies looking to increase their success in bidding and winning more work should seriously review CRM software as a strategic element of a company’s overall Information Technology Strategy.
Contacts
Associated with Accounts are Contacts. For each Account, an unlimited number of contacts can be added so that all the players at a company are identified. This reduces the islands of information within a company when estimating has some contacts, project managers have other contacts, and business development has their own set of contacts. CRM bridges the islands, so that all the information is joined and accessible. Not only do you need to understand a potential client’s company, but also the needs of the individual decision makers.
Opportunities
An opportunity makes it easy to get an immediate view of the pipeline that a company is bidding and details available on each project. This provides the management teams responsible for new business with invaluable information to make decisions on the projects being bid, what needs attention and where there is success.
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Too much focus on the CRM vendor and technology
Focusing on technologies and ignoring the basics of becoming customer-focused will cause even the most technologically advanced CRM strategy to go wrong.
Customer centricity is key
Companies can focus too much on technology and strategy, and not enough on what is at the core of CRM: the customer. The first letter in CRM stands for "customer" and so the customer should be first when thinking about any CRM strategy. In order to have success with CRM, a company must work towards building a strong relationship with its customers. CRM is the path through which the customer and the company can understand each other.
Rushing adoption
Sometimes, executives have the idea of CRM placed in their heads and decide that their entire company must be CRM-ready as fast as possible. Rushing into CRM is a recipe for disaster. IT workers need to understand the concept of CRM. Someone who understands the importance of CRM will be better suited to deal with customers and reach the company's goals concerning CRM.
What is this actually telling us?
Today's companies do not have the operational capabilities to make their CRM strategy a reality. The CRM strategy is not aligned with CRM operations. Current structures are not built to establish and leverage the enterprise view of the customer. Marketing, sales and service processes are not linked.