A Leading Construction Company Drives Growth through Stronger Client Relationships and Pursuit Management Practices
Construction-specific CRM that enhances marketing and business development efforts
Company Overview
This full-service construction management and general contracting company, with 500+ employees, operates in the mid-Atlantic region of the US and takes pride in being flexible and quickly reacting to customer needs and evolving market demands. The company’s overarching mission is to provide efficient solutions to customer challenges.
The Challenge: Disconnected systems and siloed data
To manage their business development and marketing operations, the company was using several older, disconnected systems that were difficult to use, including Deltek Vision CRM and Excel spreadsheets. This resulted in siloed data and manual processes that required significant manipulation to execute. These issues were also heavily impacting user adoption.
The company needed a new CRM solution that would help:
- Centralize contact management to improve visibility into their relationships when pursuing new work
- Capture complete, high-quality data to help with the execution of marketing and business development activities, including proposal document assembly
- Offer easy access and mobility for their employees via PCs, mobile devices, and tablets
- Gain better core pipeline management to better track the full pursuit cycle
- Improve integration of business processes and tools like Outlook and Teams, promoting increased efficiency and collaboration.
Simplicity and ease of use would be critical for the new platform: The company needed better engagement across marketing, business development, and company leadership to produce more comprehensive, accurate pipeline reports.
The Solution: Microsoft-based construction-specific platform for marketing and business development
The company looked at several solutions, including Oracle, Salesforce, and Cosential (now Unanet.)
These solutions did not fit their needs due to either the lack of construction industry functionality or limited flexibility to configure the system to meet the company’s requirements.
As a result, the company selected HSO’s construction360. Built on Microsoft Dynamics 365, construction360 is a cloud-based CRM platform specifically designed to manage the business development and marketing activities of construction companies, but with all the benefits of a state-of-the-art Microsoft Cloud technology platform.
The platform offers a familiar user interface and built-in integration with Microsoft 365 (Office), other Microsoft tools, and is supported by a flexible and secure platform. Most importantly, construction360 offered the flexibility this company needed for its unique requirements:
A single source of truth for data. HSO migrated data from the company’s Vision system into construction360 and integrated the new CRM platform with their Viewpoint ERP system to enable the flow of information, creating a single source of data that could be trusted and easily accessed.
Automated processes. With key processes automated, the marketing and business development teams can now use their time focusing on their goals.
Leveraged relationships. The new solution also included relationships360, which uses AI to automate the collection of “who knows who” data to further support business development efforts.
Improved decision-making. With full visibility into all clients, projects, and pursuits, the company’s leadership now can make faster, more informed business decisions.
The best of both worlds
For this company, construction360 offers the best of both worlds: a CRM solution with marketing and business development capabilities built specifically for the construction industry—plus the ability to easily customize the solution to its unique needs. With this new platform in place, the company can now focus its energy on delivering solutions that help its customers conquer their challenges.
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Reach out to discuss how we can help your construction firm solve your challenges