CRM for Managed IT Support Services and Solutions
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.
With a Customer Engagement solution from Root16, you can give 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.
Key Considerations for CRM for Consulting
Who Knows Whom
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 its Customer Engagement tool. 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, a Customer Engagement solution from Root16 can change all of that.
Knowledge Sharing
You know your greatest asset is your people, and people have two things: relationships and knowledge. 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, can stop knowledge loss, ease transitions for team members, onboard new staff, and allow consultants to serve clients with greater continuity and agility, providing better results for your clients.
Thought Leadership
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.