Friday, May 26, 2017

One Size Fits All: Standardize Your Business Process to Grow the Top Line

What’s your workstyle? Organized or free-form? Big-picture or detail-oriented? No matter which you identify with, chances are your colleagues would choose differently. Diversity can benefit your business, but your business development team’s different styles may not always mesh well. If each person has a different timeline and process for getting the same set of tasks done, it can lead to a lot of confusion and miscommunication.

Your sales team might waste time chasing a long-shot lead when there’s a hotter one on the table, because priorities haven’t been clearly indicated. Marketing may be targeting the wrong audiences because they can’t distinguish which leads are qualified. Project managers may find themselves running around and putting out fires because no one is following the same process.

Can you imagine throwing technology into the mix? No matter how good the software is, it can’t solve these types of problems on its own. So what can?

A standardized business process and change management approach.

Imagine what it would look like in your company. Communication would be clear between departments. There would be clearly defined stages in the sales pipeline so everyone could see exactly what had been done and what still needed attention.

How do you make that a reality for your business?

Opening up communication between departments is the first step. Determining what your process needs to achieve and how success--and failure--can be defined will give your business a framework to start improving. It’s also important to step back and assess how your team drives business end-to-end and weave that into your process design.

How does your business generate demand for its services? How does Sales and Marketing nurture and manage leads? How do they manage the sales pipeline? All of these questions are essential to developing a process that incorporates all relevant departments and serves your business’ goals.

For example, your business may be struggling with bringing in qualified leads for your Sales team. It’s obvious that the end goal is converting leads into sales, but that’s never going to work smoothly if your Sales and Marketing teams don’t define success the same way.

Marketing may think they’re successful because they’re bringing in several leads a week. In contrast, Sales may look at those leads and say marketing didn’t bring them anything worth pursuing. Ensuring Marketing and Sales can agree upon a definition for success is the key.

If Marketing can better direct their efforts, then they’ll generate an increased number of qualified leads. More qualified leads drive sales and increases conversion rates. It also increases efficiency because your team is only concerned with vetted leads.

Accommodating your team’s different work styles while creating a standardized process for your business is an absolutely necessity if you want to grow your top line revenue. If you want to see how streamlining your process can increase the number of quality leads, contact us today.

You can also follow us on LinkedIn or Twitter so the next installment of this blog series, What Does That Do Again? Implementing Technology to Support Business Processes, will come straight to your feed.

Published in News

Grow Your Business While Avoiding Technology Takeover

Whether you’re doing a complete overhaul or minor tweaks, improving your business performance is rarely a simple task. You have to consider how people, process, budget, strategy, and technology fit together. In this day and age there are a lot of software options that can perform the tasks you need completed, but the approach you take to find the solution that truly fits with your business and unique process is critical. It’s easy to let technology define your business strategy and performance, but don’t let it take over!

At DPT, we believe that people and process should always come first in improving performance. Technology selection and implementation should follow. That sounds simple, but how do you get started?

Our five part series, Grow Your Business While Avoiding Technology Takeover, will walk you through the common pitfalls businesses experience while implementing technology and driving business performance. We’ll also provide strategies to avoid them. It’s obvious that technology will always be a part of your business, and we’ll help you find an ideal way to integrate it.

 

One Size Fits All: Standardize Your Business Process to Grow the Top Line

 

If you’re ready to grow your business and improve performance while avoiding tech takeover, contact us. We’re always happy to have a conversation.

Published in News
Thursday, 26 September 2013 09:02

Take CRM to the Next Level of Performance


Customers - and prospects - are searching for you. How are you connecting with them?
Once you connect, what are you doing to help grow, nurture, and maintain that relationship?

A good Customer Relationship Management (CRM) strategy needs flexibility in order to keep up with the ongoing, rapid changes in the way we do business. For example:

  • This year, the number of hours Americans spend using digital communications (web, smart devices, etc.) tops the number of hours we spend watching TV. (Source)
  • By 2015, more search will occur on mobile devices than on computers. (Source)
  • The rules and habits governing search and communications are in a constant state of flux. Are you keeping up?


As Clive Thompson explains in "Smarter than you think, how technology is changing our minds for the better," technology is not only changing the way our tools work, but it's changing the way our internal databases (our brains) work as well. Technology is also changing the types of third party referrals we are seeking. A well-defined CRM strategy can take your company to the next level by adapting and thriving through the business changes we all face.

At DPT, we partner with organizations who need help implementing CRM for the first time or are interested in kicking their current solution up a notch. We can show you how CRM enhances growth and provides better decision support and analytics for your managers (Contact us to learn how!). Because we focus on defining your business processes first (not just installing technology), we can give you the tools you need to gather the right information, and make CRM useful and understandable for your team – who in turn can more effectively nurture and maintain important relationships.

Metrics

 

Read more about our approach to CRM.

 

Published in News