February 6, 2017

Business Case across the CRM Project Life Cycle

Does the business case have relevance beyond the early stages of the project? Yes it does. A useful business case is one that you evolve as you complete key milestones during the life cycle.
February 6, 2017

Using Subject Matter Experts for your CRM initiatives

Subject Matter Experts (SMEs) are good resources to tap into for new ideas and trends. Companies may have Enterprise Architecture Teams or Advisory Boards or a network of experts to tap into.
February 6, 2017

Identifying Stakeholders for your CRM initiative

Look across internal and external users for identifying stakeholders for your project. Regulators, partners, suppliers and even competitors are candidate stakeholder groups.
February 6, 2017

Stakeholder Analysis & Management

A range of stakeholders exercise influence, positive or negative over the project and its results. Having a close relationship with and understanding their motivations is critical.
February 6, 2017

Root Cause Analysis for Diagnosing Issues with CRM Initiatives

Rely on the techniques of Root cause Analysis and ask ‘why’ enough number of times to arrive at the real reasons for failures of CRM issues. Do not take hunches and hypotheses at face value.
February 5, 2017

Business Analysis vs. Systems Analysis (WHAT vs. HOW) for the CRM project

Business Analysis identifies what it takes the business to evolve from its current state to an aspired one. Systems Analysis on the other hand, directly addresses the requirements of systems being developed.
February 5, 2017

Strategic Context for the CRM project

Your CRM project is conceptualized in the context of your organization’s customer strategy. It is important for the implementers to grasp and fully appreciate this context
February 4, 2017

The Salesforce CRM Project Types

Your Salesforce CRM project may be one of several types. ‘Build from Scratch’',• Automation of manual CRM process, Migrations, Enhancements and re-designing current processes
August 4, 2016

Requirements gathering sessions

While the mix of sessions, duration and attendees will be tailored for each situation, here are some considerations for your requirements gathering interviews and group sessions: […]
February 23, 2016

Organizational model for the new business development teams

The sales and proposal teams pursuing new business development need to function as what the book ‘As One’ by Mehrad Baghai and James Quigley calls the ‘captain […]
February 16, 2016

Assess the organization culture for Salesforce adoption

In gathering requirements for a new Salesforce implementation, schedule a session with the executive sponsors to gauge among other things, the ‘culture’ of the organization. Focus […]
February 14, 2016

Tenant Relationship Management for the real estate firm

For real estate firms, CRM comes down to “Tenant Relationship Management”. Every real estate firm that manages properties has marketing teams identifying target tenants, running campaigns […]