Most companies start a new CRM project by looking at software demos and prices.
In a recent real-world example, a mid-sized consulting company in Atlanta spent nearly $100K trying to migrate from Goldmine to a new CRM system. After 9 months, they scrapped the project. They thought slick technology would make up for lack of planning and flawed business processes. Unfortunately, this story is repeated everyday in companies of all sizes. Bright, well-intentioned managers jump into CRM projects that ultimately kill their careers. You don’t have to kill yours. CRM is the successful blend of business strategy and technology that enables a company to achieve business results by aligning People, Process, and Technology. At ISM, we help clients achieve this by preparing a Business Case prior to the start of any CRM project.
A Business Case is a document that defines:
- The expected outcomes of a new CRM initiative
- Obstacles to success
- Your CRM success methodology
- Project roles for the company and your Application vendor(s)
- A preliminary budget and ROI estimate
- A preliminary timeline for the project