As Cushing Terrell steadily expanded operations to more than 450 professionals working out of 14 offices in 7 states, the senior leadership team was determined to manage this growth efficiently by improving the company’s customer relationship management capabilities. This included streamlining processes for tracking prospect pursuits as well as existing customer relationships. Accelerating workflows in both areas was necessary to continue driving growth.
One particular capability Cushing Terrell needed to add was quickly determining if a pursuit is a “Go” or “No Go” so the business development team could assign the necessary resources to manage the deal. With a specific set of questions for business development to answer, this required a CRM system with the flexibility to build in the firm’s unique qualification process.
Cushing Terrell also sought to migrate to a CRM platform that could consolidate all marketing and business development activities, along with customer and project data, into one system. This would make information readily available to all team members and allow managers to understand the status of prospect pursuits and proposals.