How CRM Benefits Professional Services
The Challenges Facing Professional Services
Streamlined Resource Management
Proper utilization helps employees do more with their time. Automated scheduling tools and scheduling visibility improves resource management. AI can suggest next steps to maximize performance, while mobile applications let you adapt your schedule while you're on the road.
Winning New Business
It's a rarity to find someone with a talent for both service delivery and sales. CRM allows the creation of a uniform sales approach so all team members can become salespeople. Studies have shown that following a uniform process can increase your close rates up to 28%.
Hiring Skilled Talent
Automated processes and AI-informed predictions improve worker productivity, allowing skilled teams to work smarter instead of harder. Management can focus less on hiring additional talent and more on improving the utilization of the current staff.
Poorly Defined Goals
Specifying the wrong goals can result in project overruns, missed deadlines, and unhappy customers. Automatic proposal generation creates clear and consistent documents to guarantee your teams can deliver on what you promised.
The Project Scope defines how deliverables will be managed to ensure project success. Automated approval processes cut down on unnecessary tasks so teams can focus their energy towards project completion.
The customer journey signals what the customer needs to complete the purchase. CRM solutions automate the customer journey into repeatable steps and standardize the ideal customer path to govern the buying process.
Professional Services Case Study
Outdated legacy applications like Oracle CRM inhibited the usability and flexibility of Spinnaker’s data. Oracle did not integrate with the company’s other products, so the legacy tool was little more than a rolodex for contacts and a loose collection of notes and follow-up items. Spinnaker decided to put together a team to engage in a full software selection process for a new solution.
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