Where on earth do you start such a big project like setting up a CRM system


Another query I get asked all the time is “where on earth to start such a big project like setting up a CRM system – or integrating new users into an old system….  ”
 
And the best hint I can give is to break it down into small chunks. 
 
And start with the data – the far hardest part.  Well – other than people and buy in – and you have to have buy in before you even start the project – so let’s presume you’ve already got that you … and you can be persuading your general users while the project gets going…
 
So… 
 
1) Collate, merge purge, clean and enhance your data – checking what you’ve pulled together with your contacts or through a data checking company (you can use your data while hunting for a CRM system)
2) Finalise on a CRM system and install it
3) Import basic contact details into CRM system
4) Append additional / historical data into your CRM system (event attendance, old meetings etc)
5) Train users (keep users updated as to progress throughout project)
6) Set up regular data integrity alerts
7) Set up regular activity alerts
 
That was all a bit lightweight I’ll grant you – but I’ll dig deeper in later hints and tips.
 
One thing I would say that brings a ‘new’ database to life is ‘history’.  Point 4 above.  It’s the ‘thing’ that shows users how useful your system will be to them.  They won’t be able to imagine it – they have to be shown it.  So you’ll need to show them from the ‘off’.

Hope you found this CRM tip useful.

All the best,
Simon

Simon McNidder

 

PS: I also write a regular email CRM tips, tricks and a few secrets. 

Get them here  http://www.databasefirstaid.com/crm_hints_tips_help.html

PPS: On LinkedIn?  Like this blog?  Then you’ll like this group: “CRM databases in professional services”: http://www.linkedin.com/groups/?gid=2051556

 CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

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Bad news re: CRM and Data Protection….


CRM bad news folks..

…and here’s the proof. 

Thank you to this bunch of data sellers who have me on their mailing list… 

http://www.electricmarketing.co.uk/EUdata.html

We can do something about this stupid stupid law proposal

We should in fact

Hope you found this CRM tip useful.

All the best,
Simon

Simon McNidder

PS:  I also write a regular email CRM tips, tricks and a few secrets.  Get them here  http://www.databasefirstaid.com/crm_hints_tips_help.html

PPS:  On LinkedIn?  Like this blog?  Then you’ll like this group: “CRM databases in professional services”: http://www.linkedin.com/groups/?gid=2051556

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

An answer to the old CRM Q – What’s the point?


A friend recently asked me to help his firm do something about their CRM. As he liked my answer, I though it an idea blog entry. Enjoy.

QUESTION:
Mate, I have a favour to ask. I’m trying to pitch some BD ideas to the powers that be here and wanted to get a short set of bullets / synopsis on the lead generation stuff you were doing when I was still at [x firm], especially the stuff you did with [x Partner] principles behind it…..you know what I mean!! Imagine where [x firm] was 10 years ago (that is where we are now) so I’m trying to educate with ideas that may lead to revenue or at least revenue / follow up opportunities.

ANSWER:
Improve your data quality – not just if their name is right, but their interests. It helps everything you do. But is so unsexy, nobody wants to focus any effort on it or can’t see why they’d bother. We’ve had cases of increasing event bookings by just over 300% when we improved the data (I forget the exact figure). It was the first eMail we did after we verified and enhanced the marketing data after the first external and internal ‘Spring Clean’ of the data. We were able to closely target the right people (based on who they knew internally, plus their externally verified interests). There were so many responses to the [x department] seminar that is was an utter admin mess. The event team had to split delegates into two sessions on one day and run other additional days.

What a problem to have though.

On another occasion, I think the second or third email we sent after getting the contacts to tell us what they were interested in, we received an immediate response (sent to a group of people indicating an interest in a topic) for £10,000 piece of work. You just can’t get this kind of easy win without spending a large amount of effort on your data integrity.

Who’d have thought sending communications about topics to people who are interested in those topics would get such results 😉

Then, to go further, once you have what contacts say they are interested in, you can track what they are really interested in i.e. what emails they click on. And then add what the fee-earner thinks. Add those three things together and you’ll be flying. For instance, if you are able to segment in your CRM system for a seminar invite on TUPE, for instance, look for: contacts known by TUPE fee earners, contacts indicating an interest in TUPE in your ‘spring clean’, contacts attending TUPE past events, contacts with TUPE in their activity / meeting notes text… etc etc. And if you can – contacts already buying TUPE advice from you at one time or another. Mail to that bunch and you’ll get fab click through and response levels. But before that – look at the resulting profile and find similar people to expand the possibles a bit further. And you can go another step further after a years’ worth of emailings…. and remove from your mailshots anyone who has never clicked on anything and our click rates will rocket, you won’t reduce the amount of leads and you’ll have less data to manage. That or try and find other route / messages to interact with those who are not talking to you / clicking in your emails. See – all dead easy 😉

Hope you found this CRM tip useful.

All the best,
Simon

Simon McNidder

PS:
I also write a regular email CRM tips, tricks and a few secrets.
Get them here http://www.databasefirstaid.com/crm_hints_tips_help.html

PPS:
On LinkedIn? Like this blog? Then you’ll like this group: “CRM databases in professional services”:
http://www.linkedin.com/groups/?gid=2051556

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

SalesLogix CRM sold to an eMail company


Swiftpage, a current SalesLogix linked eMail tool has bought ACT! and bigger brother SalesLogix from Sage.

Don’t bvelieve me, here’s proof:

http://www.swiftpage.com/news/Swiftpage-to-Aquire-Sage-ACT!-and-SalesLogix-businesses.htm

Nice tie up – but guess that means CRM customers will be using Swiftpage eMail software soon?

Hope you found this CRM news useful.

All the best,
Simon

Simon McNidder

PS. Loads more CRM Database help, hints and tips here: http://www.DatabaseFirstAid.com / http://eepurl.com/lKoVL

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

When moving house is a CRM issue


I recently moved house. Hopefully for the last time ever. And it made me realise something. I hate getting all my old mail. I’ve been all ‘geeky’ and done ‘remove from database’ labels to stick onto unwanted post , but it’s a real pain having to write, fax or email all the people that offer me services with my new details.

I will soon get around to it 😉

And you can bet the contacts on your own CRM database feel exactly the same

One fabulous mailing error so far has come from my own building society, the one in which I’ve just taken out my new mortgage with. How on earth does a different department in that very same society not know I’ve moved, and continues to write to me at my old address? I wonder how many ‘databases of contacts’ that lot have?

Surely a recipe for disaster.

Which brings me onto our own databases. Get your data clean, and keep it clean. And while you are at it, you might as well ask one more question of your contacts – what are they interested in!

Worth every penny that extra question.

Hope you found this CRM tip useful.

All the best,
Simon

Simon McNidder

PS. Loads more CRM Database help, hints and tips here: http://www.DatabaseFirstAid.com / http://eepurl.com/lKoVL

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

2013 events – by the Managing Partners Forum (MPF)


2013 events – by the Managing Partners Forum (MPF)

Here’s a link to their 2013 events calendar

http://www.mpfglobal.com/events/index.aspx

Hope you found this CRM tip useful.

All the best,
Simon

Simon McNidder

PS. Loads more CRM Database help, hints and tips here: http://www.DatabaseFirstAid.com / http://eepurl.com/lKoVL

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies

2013 events – by the Professional Marketing Forum (PMF)


2013 events – by the Professional Marketing Forum (PMF)

Not sure what sort of intro this lot need – if you’re in professional services, you’ll know who they are.

Here’s a link to their 2013 events calendar (it’ll keep updating during the year if I know the PMF)

http://www.pmforum.co.uk/events/index.aspx

Hope you found this CRM tip useful.
All the best,
Simon

Simon McNidder

PS. Loads more CRM Database help, hints and tips here: http://www.DatabaseFirstAid.com / http://eepurl.com/lKoVL

CRM Blog tags: CRM databases, CRM advice, CRM news, eMail, Direct Mail, Mailshots, eMarketing, Digital Marketing, CRM data, marketing data strategies