CRM Consulting: Creating a Successful CRM Strategy

At Majestic Consulting Group, Inc. (MCG), we strive to make your business more productive and profitable. We provide sales teams and customer service departments with “state-of-the art” sales automation tools. We’ll assist you in identifying “Areas of Technological Need.” Our CRM consultants analyze your business needs and design a strategic plan that will yield optimal results. We can show you how to increase revenue by turning high-quality prospects into viable sales opportunities to help perpetuate your business growth. In fact we will give you a free ½ hour phone consultation and follow up with a one page report (sample report).
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Majestic Consulting Group, Inc. “Paving Your Path to CRM Success”

Preliminary Step: Establish realistic and attainable goals on how CRM will impact your business. Identify the top 10 areas that need to be automated. Your timeline will be determined based upon the simplicity or complexity of your top 10 areas and how they fit into the four steps below.

Step 1: Convert data from your current system(s) into a CRM system, customize screens to satisfy basic needs and have your staff thoroughly trained.

Step 2: Begin to automate more of the basic areas of your business. These areas include paperbased systems and consolidation of multiple files and databases (i.e. Access and Excel).

Step 3: Automate the most complex areas of your business that requires the most manually intensive processes.

Step 4: Integrate with other systems to create a more holistic view of your prospects and clients. (i.e. financial and accounting software).

Result: By following these steps you will find users adopting to the system faster and produce quicker results. As you introduce more complexity to the system, a positive impact will be created by having users access one system to perform their daily activities. Your net result is higher productivity that will increase both the top and bottom line figures of your company. That is something to get excited about and create a winning environment.

Imagine a utopian environment where an employee can access all prospect and customer information, integrate to your financial package, utilize desktop faxing, instant e-mail capabilities and perform all business, sales and marketing functions from their computer. Majestic designs business environments to run more efficiently by automating their workflow processes. By identifying the workflow and customizing your CRM system, the communication and efficiency in a business can double if not triple. That level of efficiency translates into higher revenue, less employee turnover and a greater bottom line.

From analysis to implementation, Majestic Consulting Group, Inc. can make your business more productive and profitable through cost-effective business solutions.

Adding Value While Increasing Profitability to Your Organization

As you evaluate technology solutions for your organization, business impact is paramount to building value or increasing any profitability. Positive business impact has the ability to increase morale, shorten sales cycles, provide better customer service, make management meetings more productive and overall make your organization more profitable. Value is perception and only credible by business evidence that supports it. The perceived value is supported by deficiencies in a company that can be overcome by a business solution. Some companies look at value as the accessibility, accuracy and timeliness of information. Perhaps you need key management reports emailed to you when specific data changes or every Monday morning. Maybe a dashboard that provides the information visibly at-a-glance is more helpful and has a greater impact in your day.

The value to a business solution will dramatically impact the profitability to your organization. If the business vision is congruent with the commitment of human and financial resources in your organization, then the foundation is ready for CRM success.

Building a Business Case for CRM in Your Organization

Many companies continue their daily work load while discussing improvement of their processes and automating the redundant activities. Everyone wants progress, few want change. Managing change can be a difficult concept. Although, once there is buy-in from all key individuals into the project and they provide feedback on the direction and priorities, your organization is ready and on the right track for a successful project.

Your first step is to develop your top 10 list of goals and objectives for a CRM project. Prioritize them by positive business impact to your business. Make sure you have feedback on the prioritization of those goals and objectives by all of the stakeholders for the project.

Your second step would be to identify all the negative impacts to your business for each goal and objective in your top 10 list. If you don’t automate and/or develop a more efficient system for those top 10 goals and objectives, what is it costing your company not to make a change and automate to achieve success. Add the numbers for an estimated annual cost to the business. If your company justifies investments by ROI, this process will help.

Your third step is constructing a realistic timeline for rollout. Your business might be seasonal or cyclical. Holiday’s are also a consideration for determining rollout of a project because of vacations. Many companies will start out with a pilot program to test the system prior to a corporate rollout. This is an excellent idea if you are trying to implement many positive changes to your work flow. Make sure that you consider who should be a part of the rollout (pilot or corporate) and how the system will impact them.

Your next step, creating an investment that makes the project worthwhile. Do not cut corners, specifically on training and post-training follow-up. Depending on the amount of users and whether you require a simplistic or more complex project, expect your investment to run $1,250 - $3,500 per user. Over three years, the average investment is less than $145/month/user or less than $8/user/day. This includes comprehensive training, support, software, consulting and development. Based upon some clients, their evaluation of the cost of not doing any CRM system ranged $3,000 - $7,250 per user based upon annual costs. Your ROI should be realized in less than three years.

Your last step would be monitoring performance. The old adage, “If you can’t measure it, you can’t manage it”. Your organization made the commitment to CRM and the positive business impact to fuel its top and bottom line revenue, make sure that you tie that impact to metrics that are realistic and attainable. If your metrics are not realistic and attainable, perhaps your decision for CRM was premature. Remember, a CRM system helps assist in growing top and bottom line revenue. The system cannot talk to a prospect or a customer, but provide valuable information to the sales and customer service representatives to improve their performance.

In conclusion, the companies that have the clearest business vision, a strategic growth plan and commitment from senior-level management are the organizations that will experience the greatest success with CRM.

Interested in learning more about our CRM Consulting? Contact us today.