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;
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?
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.
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.
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.
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.
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,
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) and migrated all their information in.
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,
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.
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.
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,
Many of us may remember that chilling quote from the movie The Sixth Sense. Seeing dead people in your CRM system can be almost as disturbing. Nothing is more likely to cause your CRM users to tune out and turn off than finding deceased contacts living on in your system.