Consulting CRM
In consulting a sale spreads over months and largely runs in one person's memory; what happened after the proposal went out, and when the client should be contacted once the project ends, are written in nobody's calendar.
The stage and close probability are fields on the opportunity record and the weighted value comes from those two; in Rapitek CRM each visit writes a line drawing down the contracted man-days.
- Weight each opportunity by the probability tied to its stage and read the monthly close forecast on a single screen
- Keep the proposal's send date and expected reply date in fields; let proposals whose reply is overdue drop into a list and make the call from that list
- Set up the 3rd, 6th and 12th month contacts after a project closes as tasks tied to the closing date
- See how full each consultant is and assign the new project accordingly
- Set up a shared WhatsApp inbox on a single business number and assign conversations to consultants
| Weighted Pipeline | The opportunity's stage and close probability are fields on the record; the weighted value is calculated from those two fields, and the monthly close forecast is the sum of that value across open opportunities. |
|---|---|
| Proposal Reply Date | A proposal is a record linked to the opportunity; the send date and the expected reply date sit in its fields, proposals whose reply is overdue drop into a list, and the follow-up task is opened from that list. |
| Recurring Client Contact | The project closing date is a field on the record; the 3rd, 6th and 12th month contacts are opened as tasks tied to that date and drop into the owner's list. |
| Consultant Capacity Map | The projects a consultant is assigned to and the number of days build up under the person record; who is full in which week is read from the calendar and report views of those records. |
| Man-Day Usage Record | The number of days defined in the contract is a field on the project record; each consultant visit writes a line drawn down from that field, and when the remaining days run low a task goes to the project owner. |
In consulting most of the loss happens not with a no but with silence. The proposal goes out, nothing is heard for two weeks, and by the time you call in the third week the decision has long been made. The same silence works after the job is finished too: the delivery is clean, the relationship ends well, but because nobody calls for six months the client knocks on another door for their next need.
Rapitek CRM keeps the proposal's send date and expected reply date in fields on the opportunity record; proposals whose reply is overdue drop into a list and the call is made from that list, not from anyone's memory. Closed projects do not fall off the list either; the 3rd, 6th and 12th month contacts are opened as tasks tied to the closing date. That way the monthly forecast is fed not only by new opportunities but by the existing client base as well, and the consultant weeks that will be left empty become visible in advance.
