|
It's not the tool, it's the behavior!
More firms are investing in Client Relationship Management (CRM) tools, but user adoption remains a struggle. Firm leaders understand the value of a robust and well-used CRM, but are frustrated with project managers' and department heads' lack of adoption. For many work-a-day designers and builders, a CRM system represents another time-suck and they rarely perceive the long-term value. There are several reasons why CRM user adoption fails.
0 Comments
The Proposal Trap
In the consulting engineering world, many clients write their RFPs/RFQs forcing firms to "answer the mail" in ways that are very self-promoting. Firms that build a relationship with their clients and prospects know how to respond to RFPs/RFQs effectively without all the self-promotion. Stop We'ing All Over Your Proposals  “People don’t want to buy a quarter-inch drill bit. They want a quarter-inch hole.” - Theodore Levitt, Harvard Marketing Professor
A drill bit is a feature. A feature is simply a tool — a means to an end. But customers don’t truly want the hole either. What they really want is:
|
AuthorGabe Lett, FSMPS, CPSM, LPC 
Categories
All
Archives
May 2026
The views and opinions expressed on this blog do not necessarily represent the views or opinions of any current or previous employers.
|
RSS Feed