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Pipeline to Success - Part 3: The Pipeline

The Dollars and Sense of Cleaning Up Your CRM Data

Few people will disagree that good CRM data is essential for effective marketing. Despite that fact, bad data has become endemic in marketing databases everywhere. Not only does this result in frustration for many marketers (and overtime work for many data stewards), it also has some significant hard costs associated with it. In fact, a few…

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How Are You Using Your CRM Tools?

by Dave Whiteside, Director of Client Growth & Success  and Chris Fritsch, Founder & Client Success Consultant The Swiss are known for inventing some pretty interesting and cool stuff: Velcro, Cellophane, the Helvetica font and, a favorite of many people, milk chocolate. But probably no other invention is so closely associated with Switzerland than the venerable Swiss…

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CRM data quality

Data Quality Do’s & Don’ts – Part 2: The Missing Pieces of Your CRM Success Puzzle

The holidays are long over and the scramble to send out holiday mailings seems like ancient history.  But don’t  close the book yet!  How successful was your mailing?  One measure of success – or failure – is your bounce rate. If you haven’t taken a close look at your mailing performance metrics, now is a good…

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Data quality

Data Quality Do’s and Don’ts – Part 1: Degrading Data Quality

In today’s highly mobile market, up to 30% of a firm’s CRM contact data quality can degrade each year. People get hired, fired, promoted and change jobs; they move and change addresses; they get married and divorced; some retire and a few die. Adding to the problem is “garbage” aka typos, misspellings, transposed numbers and…

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CRM Plumbing

Once the outside structure of your CRM is solid, it’s time to think about the infrastructure within your CRM system. How will the information need to flow within the system and externally? What types of connections or integrations will need to be installed to pipe the information where it needs to be? Failure to think…

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CRM framework

The CRM Framework

Once you have a solid CRM foundation to build upon, it’s time to begin building out the CRM framework for your system. Of course, the building blocks for every CRM are the contacts, including both people and companies. CRM Contact “Building Blocks” There are a number of considerations you need to think about related to your CRM contacts: Where…

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The CRM Foundation

The CRM Foundation

How solid is your CRM foundation? Once you have a concrete strategy and have formed a plan, you need to build a solid CRM foundation to ensure long term success. Doing this type of ‘groundwork’ will ensure that your CRM implementation and structure will stand the test of time. During your CRM assessment you should have identified…

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Choosing Your CRM Builder

Choosing Your CRM Builder

Selecting the right CRM Builder is much like choosing the right team to build your house. We’ve all heard horror stories about dealing with bad contractors. Without the right building partner, you are likely to get a house that takes longer and costs more than you imagined. You can even end up with a house that…

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blueprint

The CRM Plan – A Blueprint for Success

CRM success starts with a CRM plan. Once you have invested the time to articulate the initial ideas for your new CRM home, share your thoughts with your CRM consultant or architect and key stakeholders in the organization, and put your CRM plan on paper. Your CRM consultant or architect can assist you in formulating a strategy and drawing…

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House - main

The CRM Architect

Building a home – and configuring a new CRM system – are complex projects. For both, it typically makes sense to bring in an expert to help plan the project. Just as it makes sense to hire a skilled architect to create the blueprint for your new home, for a CRM project, it can be helpful…

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CRM Building Project – Part 2: Teardowns

CRM Building Project 2: Teardowns

Is it time for a CRM renovation or a tear-down? Many of the firms we work with have had their CRM systems for years or even a decade or more. They can likely still remember their CRM building process and original “move-in” day when they first bought the system (which hopefully didn’t require a mortgage)…

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CRM Building Project – Part 1: New Construction

CRM Building Project 1: New Construction

So for some reason, one day about a year and a half ago, I decided that it would be a good idea to build a house. Not sure exactly why I thought adding this to my never-ending list of existing projects would be a smart thing to do (OK, perhaps my friends weren’t entirely wrong…

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Data Quality Do’s and Don’ts – Part 6: The CRM Wreck

Data Quality Do’s and Don’ts – Part 6: The CRM Adoption Wreck

CRM adoption has the greatest potential for a wreck. Having worked with almost a hundred firms to help them achieve and enhance CRM success over the last eight years, the biggest challenge we always seem to run into is CRM adoption. Firms consistently tell us that their CRM system is literally a ‘wreck’ due, in…

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CRM Users

Data Quality Do’s and Don’ts – Part 5: Herding CRM Users or “Cats”

Herding your CRM users or “cats” toward full participation is a challenge. The beauty of a CRM system is that by gathering and maintaining the collective information of all CRM users, contacts can be kept updated across the organization. If an attorney receives updated information for his contact but simply modifies the contact information in Outlook, the new information doesn’t flow to…

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CRM data quality

Data Quality Do’s & Don’ts – Part 4: The Missing Pieces of CRM Contact Data

A common complaint is missing pieces of CRM contact data. This significantly reduces the value of the system for users and hinders CRM adoption. Let’s face it, it’s challenging enough to get people to actually use the system. When they finally do decide to go looking for information and can’t find it, it will be exponentially…

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