By standardizing the sales process, and tracking key information and all the history, CRM software can significantly impact the chances of winning a project. This is accomplished by using the following components found in most CRM software.
CRM allows a company to input all the key information on a “Customer” or prospective customer in a single location. More importantly, each of these customers can be classified according to their “Relationship” to the company. For example, customers may be classified according to long term customers or prospective customers. CRM is not only for tracking customers but can be extended to all business partners for a company. Subcontractors, Architects, Banks, General Contractors, competitors all can be entered into CRM so that employees can quickly find the details on a particular company, contract or bid.
By having all business partners in a single software system, this information can be used during the sales process to provide the company with a complete picture of partner subcontractors and the architect, owner, GC or other relevant relationships to the bid and ultimately the project. The end result is that now companies are “Managing” their business using Customer Relationship Management software instead of reacting to emails or phone calls.
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.