CRMs, Business Development Trackers, and Other Organizing Fun
How can you track business development efforts, beyond traditional CRM (customer relationship management) software programs? We've talked about how to build a book of business, but not how to organize those attempts. Here's reader EJ's question:
I have accepted a new job that will involve less billable hours and more business development. I would like to keep track of new contacts made (even if it does not translate into business immediately) and business development generally (lunches attended/seminars/conferences) so that come my review, I can show my efforts and, hopefully, the tangible benefits.
Can Corporette readers recommend any specific type of app/software to keep track of this kind of work and the results? Obviously, I will record all of my time in the usually way but I was hoping to use some sort of software/app to collect the data and the results. Any suggestions would be helpful.
Great question, and congrats to EJ on the new job! I can suggest a few things here, but I'm curious to hear what readers say…
The Best CRMs, Business Development Trackers, and Other Organizing Fun
A regular contacts app like B-Folders, Outlook, or another Android or iPhone app. I'm a huge fan of B-Folders (Android-compatible only, alas) — I like that it syncs across my desktop and phone and allows me tons of space to make notes on folks, from what their birthday is to when we last spoke.
Set up a sales funnel spreadsheet. I've heard a lot of talk about making these from scratch but have yet to find a system that works for me — the idea is that a program as simple as Excel will help you keep track of who you spoke to, when, where you left things, and so forth. This page looks like it has some good tips.
Purchase an actual CRM, or customer relations management software. Salesforce is the name I've always heard, but there are other options for smaller businesses, including Infusionsoft, Insightly, and others.
Additionally, some of these Above the Law articles may be helpful to you on business development (in Big Law and at small firms), as well as this post on business development tips for professional services.
Readers involved with business development, how do you keep track of your efforts? In general, ladies, do you keep track of your networking efforts in an organized way?
Photo credit: Shutterstock/abdrahimmahfar.
It might be too simple for the op, but I really like Evernote Hello for keeping track of contacts, similarly to B-folders.
How about Salesforce?
Act! is what our sales folks use. Not sure of expense though.
My husband uses Insightly for his small business and finds it works well.
I set up an Excel spreadsheet, and every time I have a new cleint, I create a new line item. On the vertical column, I have the heading’s, and under each, I put coments so that I know what I have done ==1) initial contact date; 2) initial meeting date; 2A) topic’s discussed; 3) cleint sensititivitie’s (billeing/hourly vs job); 4) other cleint quirk’s (this column I use to remind me if the cleint is nice or a jerk) 5) Follow up meeting(s) and Comments.
By organising in this way, you can just open the Excel file to update, and then be ready to describe to your manageing partner everything he need’s to know about both existing and potential cleint’s. I learned this from my dad, who was in the Army Intelligence Division and he used this system to size up all peeople, ranging from his commanders to looser’s in his unit. I have changed it very littel since then. YAY!!!!
Ellen is servicey!
Ellen is servicey!
I’ve used the CamCard Android app for taking pictures of business cards and storing the info as a new contact . Its does a halfway decent job of getting data from the card into the correct fields, and I like that I can have a photo of the card and then not have to store the card itself.
I’ve only used the free version though, I’ve never paid for one.
One thing to consider for the OP is whether they can/want to keep the contacts strictly as business contacts on their work computer/phone or whether they want to be able to access the contacts if they ever leave the job (and whether that is allowed or strictly forbidden). I’m frustrated that I didn’t make a better effort to take some of my contacts with me from previous jobs that would have been ok to take (not client contacts, but sales reps for suppliers, etc). Some of them I was connected to on LinkedIn, but not all of them.
Contactually is nice for keeping in touch w/ contacts.
Insightly is good for project management.
If you are a nonprofit org, you can get a grant for Salesforce. Suspecting that most Corporette readers are not in nonprofit realm but maybe some. Avid Salesforce user here. Love it.