A great deal has been written over the years about how to implement CRM systems successfully in a professional services firm. By now I think it’s fair to say that most people are familiar with the keys to success.
- Make sure you have senior management buy-in
- Be really clear what it is your trying to achieve with your CRM system
- Don’t underestimate the amount of time you’ll have to spend training your users
- Don’t forget to clean up your data.
But despite the fact that we all know these things, why are so many firms still not achieving the return on investment from their CRM system that they expected?
This is the first in a series of blogs on how CRM has to be completely re-positioned within professional services firms as the “backbone to strategic projects” rather than a “project in its own right”.
Over the series I’m going…
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