Does a CRM matter in construction?

8th March 2021

The pandemic was tough on industries throughout the world. Construction took a heavy knock when sites were closed throughout the country. Throw in disruption to supply chains due to Brexit and it’s been a tricky year for the construction industry. We’ve seen many cases of businesses realising the importance of being visible and competent digitally. 

Our question today is, does a CRM matter in construction? And our answer is yes, definitely. Here’s why. 

Track your pipeline. 

One of the most fundamental parts of any business is its sales. Without continual wins, a business can’t hope to keep growing as it moves forward. To keep the constant flow of new contracts, you need to win new business. 

This is where a CRM comes in particularly useful in the world of construction. Using the sales software in a CRM helps you to keep track of your pipeline. Stop wasting your time bidding on unrealistic contracts and start focusing on the ones you can win. 

Using a CRM effectively provides a level of visibility management. You’ll easily be able to see an overview of the following: the projects you’re currently bidding on, where in the sales process each project currently is, when the bid’s due date is, who is currently managing that bid or sale and what the last activity was on that account.

Create and build up your network of contacts.

Naturally over the years, you’ll start to build up a strong network of contacts during the contracts you take on. Implementing your CRM is part of future-proofing that contact list. It’s no good someone’s contact details being stored in the phone of someone who left two years ago. You never know what opportunities may be passing you by because of losing contact. 

Adding those details into a series of customer accounts allows you to stay on top of your opportunities. You can use dedicated account managers to keep nurturing those relationships for years to come. When you have a full picture of your contact list, there are a number of ways you can stay in touch. For example, create a mailing list and send updates of your latest completed contracts. You never know who might be looking for just the thing you specialise in. 

Clarify your sales process. 

Too often, potential contracts will get left by the wayside because something else has come up and suddenly that prospect hasn’t been spoken to for weeks. In that time, they’ve decided to go with someone else. Your CRM is your chance to really solidify how you’re going to approach every prospect and sale that comes your way. 

Break it down into sections and standardise it across the business. A common process for construction may look like: 

  1. Qualification: Your discovery process. Finding out timeframes, key stakeholders and decision makers etc. 
  2. Bidding
  3. Proposal Development
  4. Negotiations
  5. Close

Once this has all been added to your workflow, reminders can go out at various stages to remind account managers to follow up on their prospects. Start winning. 

To find out more about how ixRM can work directly with your construction company, take a look at our CRM for construction. We’ll work with your existing infrastructure to create a CRM designed to help you continue to grow and win the projects you really want.

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