INDUSTRY WATCH
/////////////////////////////////////////// when it is needed. Consider the volume of information a typical company has on its hundreds of clients and suppliers which is often disorganised. An intuitive CRM system can organise this data and make it easily retrievable, thereby increasing the efficiency of customer service and the quality of supplier relationships.
This near-instant availability of relevant and up-to-date data can also provide accounting, marketing and business development teams with all the information they need to execute their operations in the most convenient and effective manner.
Going a step further, most leading CRM systems such as the Salesforce platform feature modules designed and customised for the construction sector that specifically address
ERP integrations are often a vital component of successful construction CRM implementations. Financials and scarcity are important tools to drive user adoption and a successful integration with backend systems can really boost the importance and use of CRM as a front-end tool.
The ability to generate payment plans and understand availability from within the CRM gives sales representatives the confidence to work from one system, with the knowledge that the data they are working with is accurate. This has an empowering effect and leads to an increase in productivity.
Effective distribution of new leads is a vital component of any CRM solution aimed at the construction sector. The CRM solution therefore needs the ability to adhere to
CONSTRUCTION COMPANIES MUST SHED THEIR RELUCTANCE TO ADAPT TO THE DIGITAL REVOLUTION.
key challenges. For example, inbuilt contract templates and document controls that can be leveraged to optimise the proposal process.
Selecting the right solution
With no shortage of CRM vendors in the market, picking the right provider can be a daunting challenge. Convincing arguments can likely be made for most of the market leaders, however, there are three key features any solution under evaluation must deliver. pre-defined rules and quotas to assign new leads accordingly and allow the company to react as quickly as possible, ensuring that the assigned sales representative has all the information necessary to contact the lead.
Solid data structure that captures the project’ s assets and relates them. For example,‘ Development > Plot > Building > Floor > Apartment’. Having a solid data structure with the right relationships will help infinitely from a sales, marketing and services perspective. You can easily run analytics and segment data to help identify opportunities and service customers quickly and efficiently. Customer experience is key and it starts here!
90 INTELLIGENTCIO www. intelligentcio. com