If you think you may be suffering from data quality depression, it can be helpful to see a specialist such as a CRM data quality consultant who is familiar with its causes and effects – and who is expert in prescribing the right treatment for your specific problem.
The diagnosis will often begin with a checkup, which is a complete assessment and analysis of your data quality situation. Your consultant will begin by taking your CRM pulse by meeting with you and other key stakeholders and system users to ask a series of targeted questions designed to get to the heart of the issues.
The potential remedy for your data quality depression will depend upon the underlying cause. To diagnose the cause of your underlying symptoms, you must first assess the situation and figure out exactly where it hurts. Potential pain points may include:
- A lack of adequate staffing to keep up with the data quality issues
- Failure to dedicate adequate resources to data maintenance
- End users and assistants who do not take responsibility for their data
- Incorrect configuration of your system causing an increase in the number of data quality tickets or tasks
- A lack of formalized training to ensure that end users understand and embrace their responsibilities
- A lack of management support to encourage participation or provide resources or incentives for compliance
Through the ages, the handshake has been a means of introduction, a symbol of agreement and a bond of trust. As a result, a good handshake has become both a minimum requirement and a powerful differentiator for politicians, diplomats … and business developers.
Admit it; we all have shaken hands with Mr. Death Grip or Ms. Limp Fish. Both made quite an impression – and likely not a positive one.
Data quality depression has been described as an emotional state characterized by feelings of sadness, despair, and discouragement – often accompanied by a strong desire to bang your head against the wall… repeatedly. For your mental health, early detection is key and requires that you be aware of the signs or symptoms which may include:
- Difficulty focusing or concentrating on the same mundane and repetitive data quality tasks for 10 hours a day
- A sense of impending doom each day when turning on the computer and seeing the exponential explosion of data issues
- Feelings of worthlessness caused by ineffective attempts to beg,
We’ve heard that smiling is contagious. Well, we now know that it’s not only true – it’s also good for business. A smile not only creates an upbeat and positive environment and conveys to the potential Client your interest, enthusiasm, and empathy. It also makes you more trustworthy and likeable. Remember from a previous post, people often hire people they like and trust.
For successful business development, your focus should always be on the Client – even when you first make eye contact.The impression you make begins the moment someone ‘lays eyes’ on you – so always look your potential Client in the eye. This simple technique is very important when meeting with a Client because it tells them you are paying attention to THEM and also makes them feel that you are confident and honest.
Think about it, have you ever had a conversation with someone who is constantly looking away or looking past you. It can make you feel like they are not engaged or have someplace they would rather be.
Have you ever had a business development conversation with someone that didn’t go exactly the way you expected? You talked… they talked… but you just didn’t seem to communicate. This might be because either you, or the potential Client, were actually saying something that you didn’t intend. You may have been having a completely different conversation as a result of your body language.
You may have heard that verbal communication accounts for only a part of the total message you send. But did you know how much? Are you sitting down? If so, make sure you are sitting up straight – we now know that your mom told you to do this for a reason.
As with any stressful or strenuous activity, always be sure to visit your physician before beginning your CRM ‘workout’ regimen. For a CRM checkup, you’ll probably want to enlist the services of a CRM ‘specialist’ such as a consultant who focuses on helping Clients to succeed with CRM.
So what does a CRM checkup typically involve? Relax – we promise we won’t ask you to cough or say, ‘ahhh.’ Instead, if your firm has already rolled out a CRM system, but seems to be suffering from a bit of CRM malaise, the consultant may take your CRM temperature by asking you questions about where you are with your rollout,
If you want to be successful in building your business, the other ‘B’ that you need to banish – at least from Client meetings – is your Blackberry.
Picture this: you and another partner finally manage to get out from behind your desks to go meet some prospective Clients. Things seem to be progressing nicely. Then, while you are talking, your partner whips out his Blackberry and starts reviewing and responding to emails.
Your partner is definitely sending a message – and not just on the BlackBerry.
After the purchase and implementation of a CRM system, we sometimes hear buyers or users say that they feel like they spent a lot of money and they aren’t getting the return on their investment. In many cases, this is because their CRM expectations were wrong when they selected their system. What they thought they were buying was something I like to call ‘Magic CRM.’
Here is how Magic CRM works: Immediately after purchasing Magic CRM for a very low price and with a money back guarantee, it is installed effortlessly in a matter of a few weeks with no technology issues whatsoever.
If you want to be successful in building Client relationships, the key to successful business development, there are two B’s that you need to forever banish when dealing with Clients. The first one is the word ‘busy.’
Be Careful Not to “Busy” Yourself Out of Business
Imagine you are sitting in your office, trying to get through the thousand-and-one things on your to do list for the day . Then, unexpectedly, the phone rings and it’s a Client. You pick up the phone, attempting to seem engaged – or at least somewhat interested. But in reality,
Since we’ve just talked about– and walked – the CRM Treadmill, let’s keep the health-y CRM metaphor rolling.
Your mother always told you to eat your vegetables… whether you liked them or not… because they were good for you… and they’d help you to grow up big and strong. Right? Well it’s the same with CRM.
Sometimes, to achieve CRM success, we have to do things that we don’t like because we know they will ultimately be good for us:
- Secretaries typically don’t like taking the time to make sure that all of their attorneys’ contacts are correct and complete,
If you think you are too busy for business development, then you may just need to be more focused. It’s easy to confuse activity with progress, but to be effective, you need to allocate your limited business development time wisely.
Instead of spending time on activities that are not generating results, focus on the ones that are proven to build and enhance your relationships. A good rule of thumb is that any activity that does not help you directly or personally connect with potential Clients is probably not the best use of your time and resources.
One of my former colleagues was fond of saying that CRM is like a treadmill. Nobody ever got in shape by just buying one – you have to actually use it!
He’s absolutely right, and for even more reasons. Have you ever shopped for a treadmill? The process can be quite intimidating. They come in all sizes and prices with more features and functions than you can imagine. In fact, if money were no object, you could easily come home with a top-of-the-line unit that boasts not only hands-free speed adjustment (which sounds scary to me) and a 50% incline (for those of you who don’t know exactly what that is,
So which Clients should you focus on developing business with? When in doubt, start with the ones who are writing you checks.
Typically more than 80% of business comes from current Clients, so start by strengthening and expanding relationships with them. Presumably they already value your services and they often have additional work or can be excellent referral sources. Plus, you should already have a keen understanding of their businesses.
Next you may want to consider Clients in related businesses or industries who face challenges similar to those of your current Clients. Then look for opportunities to cross service some of your firm’s other Clients.