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CRM For The Construction Industry…Lifting The Fog – Part 2

Which of the following does not belong?

— Lean Process Improvement
— ISO 9001
— The Dodd Frank Bill
— CRM
— IRS Statutes Involving Multi-State Revenue Sources As They Pertain To Personal Income.

If you answered number four, CRM, you are correct! The reason? Most business people enjoy talking about the other four.

Seriously, CRM does seem to have a sense of mystery that reminds me of my ‘pre-sushi’ days. (Raw fish? I’m not going to try that!) People are comfortable with what they know and no matter how much ‘something new’ can help, they are often content with the status quo.

Example: Several years ago I was involved in a project with a construction software developer. The main investor owned a substantial amount of stock in a publicly traded building product manufacturer and was worth hundreds of millions of dollars. (I only know this because his story kept coming up in meetings where he was not in attendance.)

Anyway, the investor had a private jet, a huge yacht and everything one would expect for someone with his means. However, his cell phone was the size of a shoe…and this was back in the day when cell phones were small.

One day, on our way to lunch, David said, “Hang on, let me get my cell phone.” At this point in the project, I knew him well enough to say, “You know David, they are making them smaller these days.” To which he replied with smile, “Yes, but I actually know how to work this one!”

Outlook, Excel, Rolodex, index cards in a plastic container are all tools people use to track their contacts and leads. If there is reluctance to embrace CRM, think back to a time when, once you were beyond your initial hesitancy, you enjoyed a substantial benefit from learning something new….like learning to swim.

Don’t let complacency fog your vision. Once you engage CRM, use it to build new business and see how powerful it can be, I believe you will be more excited to talk about it than you would IRS statutes involving multi-state revenue sources as they pertain to personal income.

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Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc. An Atlanta based management consulting group specializing in business development, CRM, sales, marketing and profitability as well as executive placement for the Architectural, Engineering and Construction industry.

Bobby can be reached at bobbydarnell [at] cmconl.com

www.cmconl.com

About the Author

Bobby Darnell is the founder and Principal of Construction Market Consultants, Inc., An Atlanta based management consulting group specializing in CRM, Business Development, Sales, Marketing as well as Executive Placement and Recruiting for the Architectural, Engineering and Construction industry.

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