Sales & Marketing Solutions
Project Database
Adamson engaged us to build a database of all the projects their staff had ever worked on – whether while working for Adamson or at another firm.
The Project Database tool helps Adamson produce more winning proposals - faster.
The tool can collate projects and help identify duplicates.
It supports situations where multiple people from different firms worked on the same project and where naming conventions may be different.
Source data came from multiple, often inconsistent, sources: CVs, project proposals and sign-off records.
The tool can collate information from sub-projects where architects work with different firms.
CV Database
When Blackwell Structural Engineers approached us they had multiple lists of contacts, from different CRMs, Excel spreadsheets, Apple, and MS Office contact databases. They wanted a consolidated list of everyone known by company professionals – customers, prospects, former peers, partners etc. - which was close to 20,000 contacts!"
Working with the customer, we built a tool to build a consolidated, accurate, searchable, single version of the truth, contacts database. The tool manages a myriad of issues; duplicates, contacts that have moved companies, companies and contacts that changed names, titles and contact information, and supports the task of identifying the most current or accurate information.
Blackwell now has a ‘single source of truth’ contact list and confidently leverages its network.
Business Development
Mobile App
Entuitive wanted to assess the relative strength of the relationships different team members had with a client and assign a “relationship owner”.
Entuitive was looking for an easy-to-use, mobile application for its engineers to easily capture the details of business development meetings. Existing solutions, designed primarily for professional sales teams, were too cumbersome to use. Working with the marketing team and a group of users we designed an intuitive, customer relationship tool that captured the needed information with minimal effort.
The application focused on the development and progress of a business opportunity.
With an easy-to-use mobile app senior engineers now capture meeting details and the company now has a better understanding of BD activities, who “owns” a relationship and can better monitor how opportunities are progressing.
CV Database
When H.H. Angus originally approached us, the business development (BD) and marketing team had a shared drive of over 300 CVs. There was minimal structure and no formalized way of keeping the CVs current. The ability to synthesize the information and pull the right engineers with the right experience into a proposal rested within the minds of team leaders – both engineers and marketers. Our client needed a better, more timely, way to pull CVs together and prepare winning proposals.
The CV Database both improved the quality of H.H, Angus’ proposals as well as decreasing the time it takes to create them.
Working with the H.H. Angus team we designed a structured database of CVs and a simple tool to help organize the data. Data was standardized with fields such as client name, sector, location, start and end dates, and project ID number.
Tools were built to identify missing information and email team members a link with a prompt to complete their CVs. We also created a tool to support the regular updating of CVs. The tool also allows the BD team to review and proof changes before the revised CVs are published.
The solution was built with advanced search capabilities that enable the team to easily search the database, pull the identified relevant experience and populate a branded Word template.
The tool includes an electronic business card capability and a QR code that can present a V-card, CV, or take the recipient to the engineer’s details on the corporate website.
Project Experience Database
We designed and built a structured database with metadata and a set of user-friendly build and maintenance tools.
The client needed a searchable database of the company’s experience at a macro level. They had an unorganized library of existing proposals and team members had their memories of former projects. New proposals usually resulted in ad-hoc descriptions of work being put together as best they could – sometimes missing key, referenceable experience.
The solution was built with advanced search capabilities that allow users to easily search the Project Experience Database and populate a branded Word template.
The database supports the client’s proposal process – ultimately improving profitability.
The database will soon be linkable to the company website, so the information only needs to be maintained in one place.
Mobile CRM
H.H. Angus was looking for an easy-to-use customer relationship management (CRM) solution to support the business development work of their engineers. Off-the-shelf CRM software is typically designed for professional sales teams and is difficult and time-consuming to use … if it is used at all. Our client wanted a custom, mobile solution that would help collect and track the basic information needed to support their business opportunity-related conversations.
Working with the H.H. Angus team, who had already had preliminary application screens designed, we built a custom CRM solution that collected the required information (lead, company, and activity) and populated the screens.
By only collecting vital lead, company and activity information, H.H. Angus now has an easy-to-use tool its engineers use to make their BD work easier.