The Hunley Group Blog: Building Product Manufacturers: Winning the specifications game with a CRM

Winning the specifications game with a CRM The Great Game of Specifications Winning at the great game of specifications in commercial construction is complex, laborious, and simply … trench warfare.  There are so many moving pieces to keep track of that it becomes almost mind-bending difficult to really excel.   Fortunately, tracking large databases and automating complex processes is exactly what a CRM is designed for.  At Hunley, we’ve been working to perfect this process in for fifteen years; we break it down into seven elements: Capture Conserve Flip Maximize Hold Bid Close Capture:  Grab every project as it emerges There’s a giant, swirling sea of construction projects out there.  They range from a trivial renovation in a rundown strip mall to the construction of a new World Trade Center.  And they may come onto your radar when they’re a concept-stage twinkle in the eye of a developer … or mid-construction when subcontractors are already being selected. The key is to capture each one as soon as it emerges.  A substantial majority, naturally, will come to you through the Dodge or ConstructConnect databases - that can be automated to flow straight into Salesforce, with automated assignment to the territory manager covering that geography.  And any project a rep, a contractor, or an architect surfaces for you should go straight in [...]

By |2020-01-12T19:13:46-05:00January 12th, 2020|Categories: Blog, Building Products, Construction, CRM|Tags: , |0 Comments

The Hunley Group Blog: 6 Steps to Successful CRM Projects

We identify six steps in an implementation:   Requirements definition Configuration Testing Data migration Training Adoption   Requirements Definition We feel that the requirements definition is by far the most important part of the effort.  Our point of view holds it appropriate to view CRM projects as process automation exercises, not technology projects.  Therefore, defining processes thoroughly and aligning the best-fit approaches to automating them in the CRM such that the CRM then fits like a well-tailored suit is a step whose importance we cannot over-emphasize.   Configuration The configuration is the actual architecting and development of the platform to meet requirements.  This requires competence and experience in execution.   Testing Testing is the user acceptance process to ensure that the system meets requirements – and that in practice the requirements were actually defined correctly. Data Migration A solid CRM is a Ferrari.  But a Ferrari is no fun to drive if the gas tank is empty.  Data is fuel for a CRM. Therefore, well-groomed Account, Contact, Opportunity, and other data should be preloaded to the system. Training Training of users is critical to their embrace and effective use of the system, particularly if they’ve never used a CRM before.  We recommend training be done simultaneous to system launch – CRMs are best learned by doing, so users should be expected [...]

By |2020-01-09T22:09:42-05:00January 2nd, 2020|Categories: Blog, Building Products, CRM, General|Tags: |0 Comments

The Hunley Group Blog: The 4 C’s: Driving CRM adoption

The 4 C’s:  Driving CRM adoption   “Adoption” means your users have embraced the CRM.  They’re using regularly, relying on it, and consider it a part of their daily work cycle. There’s nothing simple or easy about this.  Yet there’s nothing more important to achieve, because this is both core to getting your CRM to bear ROI fruit and core to proving that your CRM can bear fruit.  Yin and yang. The Four C’s to Adoption Success How do you distill the essence of successful adoption practices down to a few words?  Let’s try four: Championing Cheerleading Coaching Confirming  First, before you do anything else, identify and gain the commitment of a corporate Champion.  The champion’s title starts with a V or a C; no one more junior will do.  And they must be in a position of authority over the users. The champion’s job is simply this:  “an authoritative stance that the CRM is a key part of our processes; it is my expectation that my managers and their reports will use this system regularly.  I will be watching.” The champion doesn’t have to be any sort of big-time user of the CRM, but they should definitely be looking at the dashboards and setting the expectation to “show me” within the system. Next, while you’re in the process of [...]

By |2020-01-09T22:00:19-05:00November 3rd, 2019|Categories: Architecture, Blog, Building Products, Construction, CRM, General|Tags: , , |0 Comments

The Hunley Group Blog: Building Product Manufacturers: Got an objective? Building materials & CRM ROI

Heard of companies who launch a CRM … because they’re supposed to have a CRM.  That ever been you? The CRM is sales, marketing, and service automation.  Done right, it becomes fruition of your business objectives, an extension of your corporate strategy.   It’s becomes tactical execution of your plan. So, if you’re just starting out, and you don’t have a set of strategic objectives for the platform that can be distilled to a set of bullet points on one slide, grab the reins, reserve a conference room and get there. Here’s a set of examples drawn from for building materials clients we’ve worked with.  Which sound like your business?        General We need to establish a shared database of our customers and target prospects - distributors, dealers, contractors, home builders, and architects - appropriately segmented. We need a laser focus on relationship management with our channel, with transparent visibility to the calls our sales team is making on them. Our sales team needs to be able to be more responsive to sales trends with individual customers, and be able to provide immediate answers on the status of orders and shipments when asked.  We need to provide our customers with login web access to their shipment status, sales history, rebate accruals, and claims status. Commercial With our new [...]

By |2020-01-09T22:09:07-05:00October 20th, 2019|Categories: Blog, Building Products, CRM|Tags: , , |0 Comments

The Hunley Group Blog: CRM Failures: Avoid the 7 deadly sins

Salesforce is a big investment for you.  But stories of CRM failures abound. What can you do avoid missteps that could put you in that dismal company?  Start by considering these key ways to fall on your CRM face: 1. Assuming It Works Magically: You license a CRM and expect the tool will just do the job for you.  Uh. No. A CRM represents a paradigm shift in the way your manage your sales and marketing processes.  You do not simply put it in place out of the box and watch it get picked up automatically by the team. 2. It’s not aligned to mission: Your business priorities are not embedded into the CRM.  Your key processes aren’t clearly defined and built in as a core part of the use of the CRM. 3. No executive champion: You don’t have a VP or c-suite executive who demonstrates vested interest in making the CRM success.  Top management is not involved, and do not manage from CRM data 4. Lack of Discipline: Leaders let the team use it if they like and how they like.  Processes are not clearly defined, with the expectation that they be followed consistently.  “Here it is, use it if it’s helpful to you.” 5, No Maintenance Investment: There’s an expectation that the tool will manage itself, and [...]

By |2020-01-09T22:01:37-05:00October 6th, 2019|Categories: Architecture, Blog, Building Products, Construction, CRM, Engineering, General|Tags: , , |0 Comments
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