How a Consulting Firm Improved its Sales Process with a CRM
A consulting firm was using spreadsheets and non-integrated applications to manage their sales cycle. The firm lacked visibility on where documents were located and their progress in the sales cycle. As such, it wanted to put into place a sales and approval process to improve the performance of its sales team. To this end, it teamed up with JOVACO to implement a CRM for consulting firms.
The challenge: Internal change management
Before implementing the CRM, this firm did not have a very strong sales culture, and was hesitant to put one in place. Staff members were worried that the new solution would be only used as an internal control. Management had to demonstrate to the rest of the team the value the CRM would bring by helping them work better as a team and individually. Once they understood how the solution would improve their daily tasks, staff members were more open to the upcoming change.
The solution: Microsoft Dynamics 365 Sales
The consulting firm opted to implement Microsoft Dynamics 365 Sales, a platform designed to streamline the sales cycle and improve its management. Flexible and scalable, Dynamics 365 Sales makes it easier to manage your pipeline by letting you add functionality as your needs evolve.
The Prospect entity is now used to manage the front end of the sales cycle, allowing easy access to relevant data and documents directly from the client account. Dynamics 365 Sales also improves activity tracking, and the firm now benefits from better visibility on past calls and meetings. Historical files also help with file handoff in case an employee is no longer there to follow up with clients.
The result: A system that fits their organization
A pilot project team was created to launch the project. The firm chose a group of employees who were open to trying out a new system and set of management tools. The implementation of this CRM for consulting firms was carried out by phase to facilitate change management.
The firm kept its approval process as simple as possible so the change would be gradual. Employees were also involved early on in the process to ensure they would adopt the new solution as their own, and not only management’s tool. Thanks to these measures, the various teams soon noticed the positive impact the solution was having on the organization.
They now benefit from tools adapted to their needs to improve their efficiency and productivity during their daily tasks. Staff members have access to the documents and data they need in just a few clicks, and now have everything they need to improve their performance and their sales.
The benefit of working with JOVACO
Team up with an implementation partner specialized in your industry. As specialists in professional services, JOVACO speaks your language and knows how your industry operates. As such, we can tailor your CRM for consulting firms. We can also integrate it to your ERP solution, for example Microsoft Dynamics GP or Microsoft Dynamics 365 Business Central. The result is a complete PSA tool that integrates projects, human resources, and purchase orders.
For more information, read our articles How Dynamics 365 Sales Can Optimize the Sales of Professional Services Firms and Why You Should Integrate your Projects to Microsoft Dynamics 365 Sales, or contact JOVACO.