VI-203:Managing YourFirm’s Great "CRM"ExpectationsMatson Driscoll & Damico& Acumen AdvisorsCollaborationMay 18, 2011Presen...
BackgroundWho is Matson Driscoll & Damico?   Privately-held International Forensic Accounting Firm   Multi-Company/Multi...
BackgroundChallenge:  Consolidate MDD’s global marketing efforts so that:    Partners were able to track marketing effor...
Questions1. How many are not on Vision?2. How many are on Vision, but don’t have the CRM module?3. How many are using CRM ...
What You Will Learn   How to Make Your Implementation Successful   How to Leverage CRM Information Beyond Your Contact R...
Make It Successful   Executive Support   Establish Goals/Objectives   Invest in Training   Choose a Champion   Think ...
MDD SolutionMarketing Campaign Goals   Which contacts accepted or declined an invite and how many attendees are    attend...
MDD SolutionMarketing Campaign Goals   Which contacts attended or declined an invite   Determine if business was gained ...
MDD SolutionMarketing Campaign Goals   Which contacts attended or declined an invite   Determine if business was gained ...
MDD SolutionContact Goals    Identify which contacts referred other companies or helped them with cross     selling    I...
MDD SolutionContact Goals    Identify which contacts referred other companies or helped them with cross     selling    I...
MDD SolutionContact Goals    Identify which contacts referred other companies or helped them with cross     selling    I...
ConclusionAction Items:    When making changes, think about your goals and how you are going to     measure it    Keep i...
Call to ActionSee related sessions/session materials:    VI-211 - Harvesting CRM Information to Improve Business Developm...
Engage With The DeltekAE Community                    twitter.com/deltekvision                    deltekae.wordpress.com  ...
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Deltek Insight 2011: Managing Your Firm’s Great "CRM" Expectations

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Deltek Insight 2011: Managing Your Firm’s Great "CRM" Expectations

  1. 1. VI-203:Managing YourFirm’s Great "CRM"ExpectationsMatson Driscoll & Damico& Acumen AdvisorsCollaborationMay 18, 2011Presented byKarin Rising – Matson Driscoll & DamicoSarah Mackley Gonnella – Acumen Advisors
  2. 2. BackgroundWho is Matson Driscoll & Damico? Privately-held International Forensic Accounting Firm Multi-Company/Multi-Currency: 32 Offices in the United States, Canada, the United Kingdom, Singapore, Hong Kong, and Australia Comprised of more than 40 PartnersWho is Acumen Advisors? Largest Deltek Premier Partner with over 1700+ firms of successful implementations using our proprietary collaborative methodology Work with clients seeking to gain the actionable insight to find opportunities, win business, deliver projects, and manage your organization through Deltek products Offer a portfolio of consulting, system integration, and application hosting services to project-based clients2 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  3. 3. BackgroundChallenge: Consolidate MDD’s global marketing efforts so that:  Partners were able to track marketing efforts themselves  Key contacts were approached in a time-sensitive manner  Partners and senior staff were able to assess if Marketing Campaigns actually generated revenue  MDD could better manage its mailing listsSolution: Collaborative effort with Vision consulting firm, Acumen Advisors, to customize Vision to track and analyze the cost effectiveness of MDD’s marketing efforts:  Notify Partners on a quarterly period of increase and decrease of the number of projects for targeted contacts while providing flexibility of threshold and period duration  Create marketing campaigns automatically by identified mailing lists with customized information about invitees3 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  4. 4. Questions1. How many are not on Vision?2. How many are on Vision, but don’t have the CRM module?3. How many are using CRM beyond a contact repository and have developed automation into their CRM to provide insightful and actionable information?4. How many have utilized workflows? Stored procedures?5. How many utilize tools outside of Vision to track marketing efforts?4 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  5. 5. What You Will Learn How to Make Your Implementation Successful How to Leverage CRM Information Beyond Your Contact Repository MDD’s Solution to Accomplish their Goals5 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  6. 6. Make It Successful Executive Support Establish Goals/Objectives Invest in Training Choose a Champion Think About the Future Gain Consensus from End Users Demonstrate Key Wins Take a Phased Approach6 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  7. 7. MDD SolutionMarketing Campaign Goals Which contacts accepted or declined an invite and how many attendees are attending Determine if business was gained through marketing efforts Evaluate if contact should be invited based on past business For solution information, please reach out to the presenters.7 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  8. 8. MDD SolutionMarketing Campaign Goals Which contacts attended or declined an invite Determine if business was gained through marketing efforts Evaluate if contact should be invited based on past business For solution information, please reach out to the presenters.8 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  9. 9. MDD SolutionMarketing Campaign Goals Which contacts attended or declined an invite Determine if business was gained through marketing efforts Evaluate if contact should be invited based on past business For solution information, please reach out to the presenters.9 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  10. 10. MDD SolutionContact Goals Identify which contacts referred other companies or helped them with cross selling Identify when business increased or decreased by contact Ensure Partners develop business and touch base with contacts on a regular basis and eliminate potential overlap For solution information, please reach out to the presenters.10 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  11. 11. MDD SolutionContact Goals Identify which contacts referred other companies or helped them with cross selling Identify when business increased or decreased by contact Ensure Partners develop business and touch base with contacts on a regular basis and eliminate potential overlap For solution information, please reach out to the presenters.11 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  12. 12. MDD SolutionContact Goals Identify which contacts referred other companies or helped them with cross selling Identify when business increased or decreased by contact Ensure Partners develop business and touch base with contacts on a regular basis and eliminate potential overlap For solution information, please reach out to the presenters.12 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  13. 13. ConclusionAction Items: When making changes, think about your goals and how you are going to measure it Keep in mind what drives your business Be proactive, positive, and think about the big picture Continue to evolve The best solutions come from open dialogue “Success is a journey, not a destination." Ben Sweetland13 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  14. 14. Call to ActionSee related sessions/session materials: VI-211 - Harvesting CRM Information to Improve Business Development VI-127 - Introduction to Pipeline Management VI-210 - Vision Marketing Roundtable VI-117 - CRM for Project Managers: Why Should You Care? VI-200 - Verify Your “Street Cred” Using Surveys and Vision Visit the Insight Expo for Additional InformationContact us with questionsKarin Rising, 678.965.4800 orkrising@mdd.comSarah Mackley Gonnella, 678.777.5234 orsgonnella@acumenadvisors.com14 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved
  15. 15. Engage With The DeltekAE Community twitter.com/deltekvision deltekae.wordpress.com deltekvisionblog.wordpress.com facebook.com/deltekinc youtube.com/user/deltekinc15 May 22, 2012 ©2011 Deltek, Inc. All Rights Reserved

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