Client Relationship Management (CRM)

There are two things to focus on when it comes to ensuring a strong revenue stream and growing your business.

The first thing is to win new business, and the second thing is to get as much as possible out of your existing clients.

Winning new business requires so much more than just having a solution that provides you with the right information; but still, it is essential that you can monitor client performance as well as your pipeline.

The following steps are essential when it comes to getting control of information related to growing your business.

Area	What To Do
Ensure client performance insights.	Ensure that you have full visibility of clients and client segments to understand which segments are most profitable.
Capture sales opportunities.	Ensure that you capture all leads in a structured way and can follow them through the sales funnel.
Control sales pipeline.	Get complete visibility of your sales pipeline and know where the opportunities are in the process. Use your pipeline as a follow-up tool and measurement for salespeople’s performance.
Ensure ability to deliver.	Migrate your pipeline into your resource planning to ensure that you have available resources to deliver when projects are signed.
Bridge from sales to execution.	Prevent scope creep during delivery by ensuring estimates on opportunities, and let this be the foundation for the project manager’s baseline budget. This enables you to reduce any loss from sales to execution.

The Maconomy CRM solution enables you to manage information about existing customers and potential customers (prospects) in one repository. Information that is stored in the Maconomy CRM solution is completely integrated with the rest of the ERP solution, which means that accurate client information is always available throughout your organization.

The scope of the Maconomy CRM solution is limited, meaning that Deltek’s focus is on enabling you to gather all information about your clients and your engagements in one database, rather than enabling you to manage campaigns and providing you with more advanced CRM capabilities.

In the Customer workspace, an account manager or salesperson has access to all of the information that is available for a specific client.

Account managers and salespeople have access to information about contact persons, projects, and opportunities for the customer.

The customer workspace includes both existing customers as well as prospects. When a prospect signs an order, you can convert the prospect to a client without any additional work.

The designated reports workspace provides a number of reports that show the customer profitability, pipeline, and so on.