I have blogged about CRM before here and here. This post details the top 6 benefits of using CRM in construction businesses.
The top 6 benefits of using CRM in construction businesses
#1 Managing the flow of business development intelligence
[bctt tweet=”CRM systems organise the diverse flow of information from wide-ranging stakeholders.“]
Companies working in the construction sector strategically manage relationships with a wide range of stakeholders, including contractors, architects, engineers, clients, consultants and local authorities. Efficiently capturing, managing and interpreting this data is critical to effectively controlling the business development and bidding processes. A CRM system streams this diverse inflowing information, allowing it to be efficiently interpreted.
#2 Knowledge and understanding of clients, consultants and other stakeholders
[bctt tweet=”Segmented information allows you to understand your clients and target your marcomms”]
Over time a significant bank of quality data will be captured, including projects worked on together and opportunities referred. This information is extremely valuable in the business development and work-winning processes. Segmented information also enables you to sort the organisations you work with and target your marketing communications. For example segmenting by discipline, by value of opportunities referred or by client type.
#3 It provides quality management information
[bctt tweet=”CRM provides real-time management information, allowing for informed decision-making”]
Decision making is well-informed by real-time data and provides real visibility across the business, accessible by everyone. This is particularly useful around pipeline management and sharing relationship/marketing information across the business. A CRM system can also provide the perfect location for sharing project-related collateral, or information on organisations you have relationships with.
#4 Proactive management of business processes
Tasks and activities can be diarised and centrally coordinated, as well as providing total visibility around who is responsible for specific actions.
#5 Drives efficiency throughout the business
CRM provides a single location for a whole host of information. This ranges from the simple to the more complex and minimises replication.
#6 Improved relationships within the business
[bctt tweet=”Sharing information across the business improves relationships and increases efficiency”]
Sharing client information across the business improves relationships between teams, as well as developing a culture of working together towards common goals. This is particularly important for organisations based in a number of offices.
I have worked with many CRM systems, particularly during implementation stages. I can work with you to develop the right protocols for your business to drive the right insights from the data.
My earlier post talked about how to capture project information. In this post I am going to talk about the myriad ways you can recycle and reshape it, to create a range of content suitable for multiple channels and platforms.
- Case studies
- Project information on CVs
- Awards submissions
- Online and offline media
|Online and social media
- Website content
- Develop a bank of library of project information, ready for a range of questions.
There are two key pieces of work-winning collateral which are sure to be requested for each construction submission, whether it is a PQQ or ITT. These are project information sheets or case studies and CVs.
[Tweet “CVs provide the opportunity for the bidder to clearly demonstrate the calibre, skills and experience of the proposed team. “]
Here is my how-to guide to write winning CVs for construction submissions.
#1 – The basics
This is the basic information you need to include:
- Role/proposed role on the project
#2 – Profile of the individual
Use this section to clearly align the person with the requirements of the project. Use the client’s language to reflect back their team requirements.
Write an overview of the individual. This needs to succinctly describe the individual, their background, key skills and any particular specialism they may have. Specialisms may include particular sector, contract-type experience or building typologies.
The information included in this section needs to be relevant and appropriate to the project being bid for.
#3 – Proposed role on the project
Why has this person been selected and what will their daily project responsibilities be?
Clearly demonstrate to the client and their advisory team why this individual has been carefully chosen for their project.
- how they will interface with the client and project team;
- who they report to;
- how much time they will spend on the project, i.e. full-time or visiting; and
- what their specific daily responsibilities will be.
#4 – Projects
Demonstrate how the individual has added value and made a big difference on their previous schemes. Quantify the impact.
Although it is important to put into context a person’s experience, merely describing the project really misses a great opportunity to demonstrate the calibre of the person. Include dates, project value and a brief project description, but use this section to focus on a person’s specific contribution to a project. Also ensure the added value examples clearly relate to the project you are pursuing.
Examples of added value:
- Developing efficient design to exceed minimum statutory standards.
- Designing an energy-efficient heating/lighting/ventilation system which has had a demonstrable positive benefit for the client, saving them money (quantify the amount of money saved by the client through this solution).
- Developing a construction solution which saved time, money or both.
- Working on a site which was occupied throughout the build period.
- Clear, quantifiable examples of innovation or sustainability.
#5 – Nice to includes
Include the nice extras, including completion photographs and client testimonials.
Please contact me to work with you on developing bespoke CVs or other bid collateral for submissions.