CRM for Global Management and IT Consulting
As a management and IT consulting firm, you’re in the business of building relationships.
Strong relationships, both with clients and internally, are the key to maintaining continuous revenue streams and expanding your network to identify new opportunities.
A custom Dynamics 365 or Salesforce solution from Sonoma Partners can give you complete visibility into your client base and the ability to harness internal collaboration to deliver exceptional client experiences.
Since most consulting firms lack formal sales teams, enabling your seller-doers to quickly and easily track deals is integral to your success in gaining additional wallet share. With CRM, your team will have the resources they need to know which touchpoints to connect to more effectively pull revenue.
We work with 2 of the top 3 global management and IT consulting firms in the U.S.
Here is a sample of some of our global management and IT consulting clients:
Key Considerations for CRM for Consulting
Who Knows Who
You know good consulting firms gain the trust of clients and leverage relationships. Retaining talent in this industry is harder than ever before, and when consultants move to a competitor, they can take their relationships with them. This is the driving force behind the motivation for a firm to exist as “one,” where the firm owns the relationship and tracks this in CRM. Losing a consultant no longer means losing business. Furthermore, the history of interactions between people is one of the greatest assets your firm possesses. A lot of that relationship data lives in Outlook or in the heads of your executives, and it is not centralized, reportable, or actionable. Thankfully, CRM can change all of that.
You know your greatest asset is your people, and people have two things: relationships and knowledge. That knowledge can be about a particular service line like tax or audit; it can be industry expertise; it can be how to tackle project-specific or process-specific problems; or it can be knowledge of a client and their history with the firm. As staff transition from client to client or project to project, knowledge transfer on all of these parts is oftentimes ad-hoc, not supported by technology. Leveraging collaboration spaces at the Opportunity, Client, and Project level within the context of that record, building collaboration spaces with non-CRM users, building a centralized knowledge base, and leveraging collaboration tools for real-time and curated knowledge transfer can stop knowledge loss, ease transitions for team members, onboard new staff, and allow consultants to serve clients with greater continuity and agility.
To become a trusted advisor and get additional work from clients, you must challenge clients to think differently about their business. You challenge clients to uncover problems they didn't even know they had. This can be done onsite, but is supplemented by regularly sending clients thought leadership about industry trends, business trends, new firm initiatives, and more. Doing so not only proves your firm's industry expertise but also drives new business from existing clients and finds new clients in an environment where current clients can vouch for your firm.