#42: Selecting the Best CRM for A/E/C Firms, Part 2
Is your firm thinking about a new CRM system? Does your firm even need a CRM system? In this episode, I’m back interviewing Jan Flesher, PMP and Courtney Kearney, CPSM on where firms go wrong when selecting a new CRM system. From deciding if your firm even needs one to streamline those people involved in the selection process, today’s episode covers all the important aspects of CRMs.
We talk about what you’ll need to gather first to analyze what type of CRM system you need. What is its purpose? Who will use it? What data will you collect? What data needs to be collected. We answer these and lots more questions in this episode, “Selecting the best A/E/C CRM.”
- Where do firms go wrong when selecting a CRM system?
- You need a clear definition – CRM is a journey: 4:08 +1.55
- Project Phases and Milestones to keep track of: 4:31 – 1:55
- Is Principal Involvement Necessary? 5:53 + 1:55
- What really IS a CRM? 6:48 +1:55
- Beware of the Squirrel Mentality: 8:47 + 1:55
- Don’t forget your Mobile Apps: 10:06 + 1:55
- Why is proper education on using the CRM necessary? 11:06 +
- Who should be involved when selecting a CRM system? 15:44+
- Don’t forget about the Finance department: 21:41+
- How can Courtney’s firm help you? 26:08
- How can Jan’s firm help you? 28:15
- How can Lindsay’s firm help you? 33:21
- Courtney’s #1 piece of advice for those new to the A/E/C industry: 34:51
- Jan’s #1 piece of advice for those new to the A/E/C industry: 35:16
Meet the Guests:
Jan Flesher, Flesher Marketing Infrastructure
Jan’s 30+ year career in AEC Business Development and Marketing has focused on change management and collaboration to bring new ideas, new energy and new business into firms. Jan is part strategist, business developer, change agent, creative director, technology leader, and trainer. Most recently her work involved working with cross-functional teams at ENR Top 100 Construction and Engineering clients on strategic initiatives, process management, project management, and resource allocation. Jan believes B2B selling is based on the fact that intrinsically people will do their best for one another. Building internal relationships with your people is key.
Courtney Kearney, Owner, CKearney Consulting
Known for her love of data, Courtney Kearney – the owner of CKearney Consulting – brings her marketing skills and years of experience to a technical world of databases, processes, and numbers. She is a CRM thought leader, a Certified Professional Service Marketer, a contributor to the SMPS Marketer publication, has co-presented on several national webinars and frequently presents at conferences. CKearney Consulting is proud to provide CRM system evaluation, implementation, support, training, proposal automation, data analytics and other automation services. Courtney has served in several leadership roles within SMPS locally, regionally, and nationally including the role of President for the Fort Worth chapter. She enjoys spending time with her nurse husband and two amazing daughters.
Links mentioned in this episode:
Rate, Review & Subscribe on Apple Podcasts
If you haven’t done so already, subscribe to the podcast. I’m adding a bunch of bonus episodes that you’ll only know about if you subscribe to the podcast. Subscribe now!
