Recently, Viewpoint’s Henry Ferguson teamed with CRM partner Cosential to tackle the notion of what a CRM does and how CRMs deliver positive ROI in Construction. In harmony with that session we have identified the top five features that a CRM should provide when properly implemented and used, specifically for construction firms like yours.

  1. Love. Users are either enthusiastic about the value it brings to their role or only engage with it at a minimum to please the boss. A CRM, when collectively appreciated and loved by its users, acts as the lifeblood and point of accountability for defining event occurrences. When you have a CRM that is relevant to your firm, delivers on value, and brings positive results to the culture you should often hear, “if it’s not in the CRM, it didn’t happen.”
  2. Relevancy. If your CRM doesn’t understand what “project life cycle tracking” means to you, that is a red flag. When you stack today’s CRM offerings side by side, look for one that converts opportunities to projects, has FDC connections to Viewpoint, refers to your team as personnel, addresses Go NoGo analysis and carefully houses your repository of project data to be summoned for proposals.
  3. Cloud & Mobility. Your CRM should be cloud based, period.
  4. Proposal Generation. Construction firms must expect their CRM to contain a proposal automation element that can take information and turn it into action, with the goal of winning more projects. Your CRM should optimize the proposal process for your staff, making them relevant to accounting, marketing, and business development data in one knowledge platform. This makes it easy to prepare targeted and accurate proposals, qualifications statements, resumes, project profiles, project lists, government forms, and other marketing collateral.
  5. Integrations. Your CRM should integrate seamlessly with a broad range, relevant, third-party applications and web services. Using Viewpoint as an example, your CRM needs a bi-directional FDC sync to ensure that your marketing department has the most complete and correct information when promoting a completed project. Having the right integrations prevents double data entry, eliminates silos of data, and ensures the various tools that while serving different purposes work in harmony.

Contributed by Bobby Hollis, at Cosential

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