My Active Contacts – Contacts You Own in CRM – Close relationship My Connections – Contacts You Are Connected to in CRM
Since we don’t want any duplicate records in CRM we only keep one copy of a contact The connection feature shows which WM individuals are affiliated with that contact Owner means person responsible for keeping contact information accurate & up-to-date.
What is an Opportunity ?
Why should it be entered ?
When should it entered ?
Opportunities are the heart of the CRM system because they measure our effectiveness and ROI of business development activities. When correctly identified, documented and qualified, opportunities: • Allow us to manage and increase: client acquisition and cross selling • Allow the EC to forecast and manage growth • Allow the individual partner to at-a-glance manage one’s pipeline What is an Opportunity:
“An opportunity exists if a prospect has a need for your product, service or solution.” – note no time limit specified When should it be entered:
When you have had a substantive interaction with a business contact who has confirmed there is a need for your service Why should it be entered:
To track the due date, enhance firm-wide transparency, build a winning strategy, predict revenue forecast. How long does it take?
It only takes a minute to enter the details of your opportunity into CRM – a great exercise for managers & Sr. managers
Please Play Your Part & Take Initiative to Enter Your Opportunities into our CRM Database Contact Your CRM Team For Training & Assistance: Stephanie Koutsares # 6885 2
What is an Opportunity ? | What to Enter In CRM When Recording New Business Opportunity Name of company or subsidiary Name of service to be provided Company or PARENT company Account Notes on the service, parent company, referral, opportunity Estimated Revenue we can expect to bill for the Service Estimated Date the Service will start if opportunity is won Estimated Date we find out if opportunity is won/closed Estimated Probability of Winning the opportunity to provide service
Contact Your CRM Team For Training & Assistance: Stephanie Koutsares # 6885 3
Stage of the opportunity, whether qualified | proposal | won | lost.
New Client Wins in October 2015 Owner
Service Revenue Tax Return Prep and Small Business $3,750 Services
Saint Benjamin Brewing Company
The Blue Duck Sandwich Co.
Mitchell A. Kline M.D.
Bon Secours Health Systems, Inc.
Morris Heights Health Center/MHHC
Behavioral Health Resources
Behavioral Health Resources
Redwood Community Care Organization
Accounting and Tax Services Managed Care Contracting & Credential line Fair market value/IT outsourcing arrangement
Redwood Community Care Organization NEW CLIENT TOTAL:
$2,500 ‐ $45,000
Cross‐Sell Wins in October 2015 Owner Kenneth Pogrob
Company New York Commercial Bank
Service RN Enterprises
The Related Companies, Inc.
Capri Hotel/RRERF FL Condo LC
Two Trees Management
Domino Site E Project Annual Audit $16,000
S3 Partners LLC
Carlos Martins Demetri Yatrakis
Sonneclaire Property Management and Financial Consulting Services Advisory LLC Sonneclaire Property Management and Fund Structuring Advisory LLC
Sonneclaire Property Management and Tax Consulting Advisory LLC
Lexington Realty Trust
Transfer Pricing Assignment
CROSS SELL TOTAL:
Existing Client: Same Service Line Wins in October 2015 Owner Barbara Israel Brian Clouse Donald Bender
Company MarketResearch.com Cypress Insurance Company AXA Real Estate Investment Managers
Service Due Diligence 2014 GAAP Audits Pasedena Hotel Audit
Revenue $35,000 $165,000 $45,000
Starwood Capital Group
Cost Seg‐Starwood Bull_Vandy Portfolio
Kenneth Pogrob Kenneth Pogrob Kenneth Pogrob Kenneth Pogrob Kenneth Pogrob Marc Grossman Marc Grossman Scott Parker Steven Kops Steven Kops
First Merit Business Credit First Merit Business Credit Investors Bank JP Morgan JP Morgan Chase Bank, N.A. Lakeland Regional Medical Center Wyckoff Heights Medical Center Arch Insurance Group M3 USA Veronis Suhler Stevenson
Formed Fiber Origin Point Brands Dell’s Marachino Cherries NTE General Cable Contract Negotiations Amerigroup Risk Management Arch – MGA Audit Project Medicus Project Critical Mention
$15,000 $12,000 $5,000 $17,000 $175,000 $25,000 $108,000 $25,000 $45,000 $50,000
Existing Client: Same Service Line Total:
How do I look at my contacts in CRM You can view your contacts by going into CRM and clicking: • •