TBS MEET A CEO
CRM stands for Customer Relationship Management. Customer Record Management is another name, used often when the focus has been more data rather than the relationship between the two sides. CRM has to be seen as a solution and I like to think of it as follows: CRM helps the people who are helping your customers, know what they need to know, when they need to know it, to get on better with your / those clients, throughout the lifetime of the association between you and them.
|In this presentation, part of InnovestSME's "Start Up Business Ownership certificate", on 9th December 2017, Gill highlights some of the key functionality that successful CRM should deliver to any business.
This presentation shows the owners of start up, owner-operator, small businesses who have little experience of CRM how a CRM solution is essential to their success - now and in the future.
The concepts covered include:
Published by Gill Walker
Gill Walker is many things:
Are you planning a Microsoft Dynamics project? Or perhaps you are already in the middle of one? Perhaps the key decisions rest with you? Perhaps you inherited a project? As you have probably realised, not all projects are created equal. Some projects are amazingly successful and deliver huge benefits to the organisation. Some projects are less successful, and some are downright awful.
Knowing what the nature of project that will meet your needs is, is a big step on the way to project success - now and into the future. Given that up to 80% of projects fail, and 14% of CEO's would junk their current CRM, this is a good start. Knowing the sort of project helps you find the best mix of resources for your project, to manage your timeline and to set expectations. It will also help you deal with 'doubting Thomases', who tell you that your project should take less time or more time or be done differently or use specific people, just because that is how another project was done.
|If your project is feeling confusing, like an abandoned rubik cube, perhaps is it because the type of project is unclear.|
Often the decision makers have thought about:
but not given much consideration to the overall project type. However this is hardly surprising as this is rarely spoken about, especially by vendors. Although the project type is not hard and fast, knowing the type helps enormously in planning.
The type of project that suits you will vary depending your current situation - do you have some Microsoft Dynamics 365 deployed, or is this your first steps on this journey? Do you already have licences? Are you totally responsible for the project in its current state, or have many (or all?) of the people involved in the project previously moved away? How much expertise do you have in your organisation now, both technical and user? Can you access current design documentation?
According to Gartner, 63% of CRM implementation projects fail to deliver on their investment.
Many organisations report CRM systems need to be re-implemented three times or more just to get it right!
14% of Managing Directors want to junk their CRM platform and start over! From our experience rescuing implementations and projects, we’re surprised it’s not higher.
Why do so many businesses implement CRM so badly?
We’ve identified 6 key reasons why CRM projects fail. We see these again and again.
So what are these six reasons?
And the secret to this change management is effective training. Many people in your organisation will be asked to do new activities during your CRM project. They can can only be successful with these, if they receive effective training. Effective training is training that brings about a change in behaviour - not just an accumulation of more facts. A change in behaviour will not be achieved if the training is rushed, if the training is not highly practical and interactive or if the training is not relevant to the roles of the people involved. I talk more about failure rates here .
For most people responsible for delivering a project such as CRM, there will two measures of success. Firstly that the solution delivered, delivers on the goals set out for it, and secondly that the users use it, and use it in the way that was intended so that the automation and reporting works as expected.
Typically, the goals of a CRM project will be based on the following:
Any true CRM technology can deliver on all of these goals. But to achieve them requires many things:
Gill Walker was part of an outstanding line up of speakers speaking at CRM Saturday in Sydney on 12th August 2017. The speakers all illustrated various ways that you can get more from your Microsoft Dynamics 365 CRM project.
Gill's presentation shows various ways that you can get more - more value, more use, more benefit from your CRM data.
In this presentation, Gill shared how a CRM project - be that based on Microsoft Dynamics 365 or any other technology, has the wherewithall to be a naughty child.
She then described the road map to help you avoid that costly and frustrating outcome and finally showed the key to a successful project.
Gill is available to deliver this presentation to other groups interested in learning more about the key techniques to ensure that the correct data is captured and that all that data that is captured by the users is put to maximum use.
If you would like to download the slide and commentary book from this presentation, click on the button below.
Published by Gill Walker
Gill Walker is many things:
Opsis is an expert Microsoft Dynamics 365 consulting company. Our focus is your Microsoft Dynamics 365 success - not licence sales or billable hours. As Principal Consultant, Gill oversees all business operations and strategic planning and execution, yet she still believes in offering personal attention to each and every client, so as to understand their needs and offer tailored solutions. We are based in Sydney, with clients in Sydney, Canberra, Melbourne, Brisbane and across Australia. We offer Microsoft Dynamics 365 strategy, Microsoft Dynamics 365 scoping, Microsoft Dynamics 365 implementation, Microsoft Dynamics 365 technical support, Microsoft Dynamics 365 advice and guidance, Microsoft Dynamics 365 training and mentoring.