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VI-203:Managing Your Firm’s Great "CRM" Expectations
Matson Driscoll & Damico & Acumen Advisors Collaboration
May 18, 2011
Presented byKarin Rising – Matson Driscoll & Damico
Sarah Mackley Gonnella – Acumen Advisors
April 18, 20232 ©2011 Deltek, Inc. All Rights Reserved
Background
Who 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 Partners
Who 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 clients
April 18, 20233 ©2011 Deltek, Inc. All Rights Reserved
Background
Challenge:
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 lists
Solution: 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 invitees
April 18, 20234 ©2011 Deltek, Inc. All Rights Reserved
Questions
1. 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?
April 18, 20235 ©2011 Deltek, Inc. All Rights Reserved
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 Goals
April 18, 20236 ©2011 Deltek, Inc. All Rights Reserved
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 Approach
April 18, 20237 ©2011 Deltek, Inc. All Rights Reserved
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.
April 18, 20238 ©2011 Deltek, Inc. All Rights Reserved
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.
April 18, 20239 ©2011 Deltek, Inc. All Rights Reserved
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.
April 18, 202310 ©2011 Deltek, Inc. All Rights Reserved
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.
April 18, 202311 ©2011 Deltek, Inc. All Rights Reserved
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.
April 18, 202312 ©2011 Deltek, Inc. All Rights Reserved
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.
April 18, 202313 ©2011 Deltek, Inc. All Rights Reserved
Conclusion
Action 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 Sweetland
April 18, 202314 ©2011 Deltek, Inc. All Rights Reserved
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 Information
Contact us with questions
Karin Rising, 678.965.4800 or
Sarah Mackley Gonnella, 678.777.5234 or
April 18, 202315 ©2011 Deltek, Inc. All Rights Reserved
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