CRM for Architecture, Engineering, and Construction
For Architecture, Engineering, and Construction (AEC) firms, tough economic conditions have forced firms to do the same work with fewer resources. This reality has made it essential for firms to get more profit out of each project and to build lasting customer relationships in order to increase the likelihood of winning future pursuits.
With a custom Microsoft Dynamics CRM or Salesforce solution from Sonoma Partners, AEC firms can stop hunting for content and spend more time winning the deal.
Historically, the AEC industry has not been a large adopter of CRM, focusing most of their technology efforts on their project management or financial systems. Times are changing. CRM is proving to be a valuable tool for AEC firms as it helps them increase productivity and let their administrators focus on doing what they do best – running the business.
Because AEC-specific products are often clunky and difficult to customize, firms are integrating their project management and ERP solutions with leading CRM platforms. A well-implemented CRM system built by Sonoma Partners will give your firm the tools you need to make the most of your data.
We’re focused on your industry.
No two CRM implementations are the same and each requires careful analysis of your current environment, your business objectives, and your project priorities. That being said, as a result of our commitment to the AEC space, our team members bring industry best practices and experience to your project. Our industry-specific IP will enhance your implementation and give your team what they need to win more work and streamline their processes.
Here is a sample of some of our architecture, engineering, and construction clients:
Key Considerations for CRM for Architecture, Engineering, and Construction
The greatest challenge in proposal generation is simply finding the information necessary for inclusion. Marketing is often navigating different databases and communicating with multiple departments for each individual proposal. With a Microsoft Dynamics or Salesforce.com CRM system, AEC firms can simplify this process by consolidating all necessary information into the CRM database.
Since proposals are expensive to generate, firms don’t want to waste time and money chasing pursuits where the chance of winning or profit margins are low. A combination of factors can lead to unprofitable projects, including type, region, local competition, or even the client itself. AEC firms can leverage CRM to identify their most profitable past projects so they can focus their efforts on similar projects in the future. Some of the niche tools that AEC firms tend to use don’t give much information in terms of win rate by market/ service, profitability by client/ region, past projects by employee, pipeline forecasting or project tracking. Yet another reason to invest in a CRM tool that provides firms with the entirety of information they need.
Master Data Management
Many architecture, engineering, and construction firms have multiple sources for CRM-type data, such as ERP systems, HR systems, document management platforms, and spreadsheets. Firm marketers don’t want to use an ERP system because there is too much detail to sift through and extracting information is tedious. CRM can be the centralized, accessible repository for all of the information your firm needs to have visibility into past projects, open opportunities, resumes, etc.
Marketing Campaign Management
With the high-level visibility that CRM provides, the system can help AEC firms focus their marketing efforts on the most promising opportunities. With the user-friendly interface, it’s easy for marketers to segment audiences by sector and to send them timely emails tailored to their specific needs and interests. Furthermore, marketers can measure the effectiveness of each campaign in the same place and make changes based on campaign performance.