ENR Featured Article: Go Beyond CRM to Own the Presales Process With the Right Technology

This article was originally featured in the June publication of ENR’s magazine. To view the original article, click here.

Studies show that one of the most underutilized parts of a construction business is the ability to leverage company-owned data before the project. In many cases, data is buried in tribal knowledge and old email threads. 

For many business developers in the construction space, email is a way of life – but email alone will not help compute profit margins, understand the complexities of your relationships or accurately project revenue across the lifespan of your opportunities. Jumping through email threads, LinkedIn check-ins and third-party spreadsheets could be stunting your firm’s growth.  

When your teams are constantly racing against the clock, disjointed systems and silos are only wasting valuable time. Too often, crucial information is scattered in too many places, and the all-important check-ins and on-the-go decisions never make it into any centralized system of record.  

The presales process is all about understanding your relationships. Your technology solution should help you manage your interaction with current and potential customers by leveraging contact and lead data stored in other applications, such as Microsoft Outlook. There is much value to be found in measuring success for business developers when they can manage their pipeline accurately and straight from a connected email management system.  

While tribal knowledge and experience will always be important, it is also important that experience enriches the data being measured, rather than replacing it. Stop being tied up in multiple webpage logins. Invest in a platform that takes your customer relationship management) CRM to the next level by opening connections with other applications and allowing you to work where your daily habits already thrive in business pursuits. As more teams are working apart, the ability to stay connected with data related to current pursuits and past projects could be the difference between success and failure as the country emerges from a challenging health crisis.