REALIGNING THE CONFIGURE, PRICE, QUOTE PROCESS AND SALES MANAGEMENT WITH CLIENT NEEDS
You can be more competitive and confident as you provide accurate, speedy quotations and proposals to clients and prospects. When in many professional-services firms the configure, price, quote (CPQ) process is still managed in multiple, error-prone spreadsheets and by means of inefficient, partly manual processes, you can do much better. Without missing a beat, you can accommodate highly specific client requirements, add services to projects already in progress, and bundle services.
At the same time, you can accelerate CPQ and sales processes and bring more accuracy and consistency to them. Faster, simpler processes can translate into happier clients who are more open to increase their spending with your company.
Upselling, cross-selling, or renewing and bundling services no longer needs to be the domain of your highly expert sales stars, because more team members have access to the information that allows them to work effectively with customers. If service tickets or support needs result in a billing change, the data can flow from CRM to ERP without having to be re-entered.
Internally, reporting on the sales pipeline or such typical professionalservices metrics like resource availability and utilization can become more accurate and efficient. You don’t need to navigate two systems and harmonize their data, which may require research and error correction. You can run reliable, realtime performance reports per client type, project, business group, or for the entire company, drawing on both CRM and ERP. Sikich can also set up custom dashboards for your executives and decisionmakers to deliver the most relevant data in an intuitive, practical format.