Custom Salesforce Solutions to Improve Your Productivity

We are well versed in optimizing sales team operations in architecture, engineering, and construction.

Improved Relationship Management

Increased Visibility

Higher Productivity

Experienced Team, Better Results

We take all the important details into account.

We understand the unique challenges faced by architects, engineers, general contractors, construction managers, and specialty contractors

The Hunley Group was founded by executives who spent their early careers in the AEC industry

We recognized a need for specialized knowledge when setting up Salesforce software for these industries. Our company was founded to fill that need.

Our Company

A Few Success Stories

Here are a few success stories to give demonstrate the positive impact our approach our practices can have on business outcomes in the architecture, engineering and construction industries.

Centralizing Information For Leveraging Relationships

Problem

Multiple business units and office locations worked with separate spreadsheets and databases to track project leads. With a lack of centralized communication, the firm was missing out on leveraging existing relationships to successfully pursue projects.

Solution

We used our standard industry architecture as a basis and customized for the client’s specific needs, so they could use Salesforce to identify project pursuits associated with each office and all the related parties (owner, consultants, etc.). With the information centralized, a BD dashboard gave an overview of pursuits at different stages with filters by office and market segment, and underlying reports showed data on project pursuits at different stages.

Results

Personal introductions led to growth in successful pursuits. Visibility to existing relationships made it easier to find who knows who. Weekly team meetings were more efficient and effective across the organization..

Go/No-Go Discipline Leads to Better Fit Projects

Problem

With a lot of project leads coming in, it can be hard to take a step back and make decisions about what to pursue, and sometimes there isn’t a good discussion about what to say “no” to. The firm wasn’t adequately tracking go-no go decisions, and some projects were slipping through the net so they were spending time and resources pursuing leads they should not. They were more likely to win an unprofitable project. or lose a desirable bid they hadn’t put enough focus on.

Solution

We built a custom solution in Salesforce to capture relevant data to assess go/no-go decisions. Each project lead was scored based on the likelihood of winning the business, and the potential profitability of the project. Built-in approval processes allowed the firm to route decisions on large or risky projects to the top of the organization and decisions on smaller projects to the local offices. All information was centralized and accessible to key contributors.

Results

Processes to follow for each pursuit and company-wide visibility led to better decision making, open discussion so new people can learn why decisions are made, more efficient use of time and resources, and an increase in profitable projects.

Collaborative Resource Planning Leads to Improved Decision Making

Problem

The firm needed visibility into each team member’s current and future workload. Project assignments were being managed using decentralized manual tracking methods, and would often fall behind as projects and priorities shifted, leading to too much or too little work and high levels of stress on the team.

Solution

We implemented Salesforce with resource management functionality. Through a visual interface, employees could be assigned to pursuits or projects in the short term or long term. The tool provided visibility into whether there was too much or too little work assigned to each team member.

Results

Company-wide visibility into updated resource management tracking led to less stress and higher productivity across the team. Easier insight into whether the relevant resources are available to help decide whether to pursue a project.

Intelligent Revenue Forecasting for Pipeline and Project Backlog

Problem

The firm needed visibility into overall expected revenue for key project pursuits and for projects already underway. As start and end dates and total revenue tend to change over time, and the revenue for a project may follow one of several curves, this was done on a single spreadsheet that was difficult to maintain and keep up to date. Days were spent each month by multiple people to make updates that may already be out of date by the time the revenue forecast was presented.

Solution

We customized Salesforce to create an expected revenue curve for each Opportunity or Project, automatically updated for future months as the dates and total revenue changed. We used an Einstein Analytics dashboard for advanced viewing and manipulation of the data, with numerous filters and the ability to remove specific opportunities (or projects) from the forecast. The same data could be seen through a number of different lenses.

Results

Leadership and finance could see visual, up-to-date, aggregated revenue forecasting and filter down to see the expected performance in different areas of the company. This helped them make decisions about right-sizing their workforce and related purchases such as equipment.