relationship management

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04 Jun: Leveraging Past Relationships for Future Success

Regardless of industry, geographical location, or company size, one truth reigns supreme: strong, positive, relationships are important to the health and growth of your business. As organizations around the world pivot strategies and seek new ways to meet ever-changing market demands, leveraging past relationships to generate new business has never been more important than it is today.

There is no shortage of literature filled with suggestions on how best to use past relationships to fuel future sales success and business growth. A quick Google search can give you the top 10 ways to leverage relationships to drive revenue but there’s…

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28 May: Digitization for AEC Firms: How a Client-Centric Focus Can Help Your Firm Win Big

When we think of architecture, engineering, and construction (AEC), many of us think of the large-scale structures that make up our cities: bridges, buildings, roadways. By building the structures in which we live and work, the AEC sector has an impact on virtually everything we do. 

The AEC sector employs about 7 percent of the world’s working population. In 2016 alone, the top 15 AEC companies made a total revenue of $125 billion. Each year, approximately $10 trillion is spent globally on construction-related projects — equivalent to 13 percent GDP — making construction one of the largest sectors of our…

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27 Mar: 4 Tips From a Manager of Remote Workers

Between 2005 and 2017, there was a 159% growth in remote work across the United States. Today, about 4.7 million US workers spend at least some of their workweek working remotely — a number that’s rising daily in the midst of the COVID-19 outbreak (novel coronavirus 2019).

If you’ve never managed a remote workforce before, it may seem daunting. While you might imagine that remote work comes with a whole new set of management challenges, the truth is many of the same management principles hold true. Sure, there are a few snags you’ll want to avoid — like losing…

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12 Feb: Cleanse, AI-Powered Contact Quality Management for B2B

Keeping contact information up-to-date within a customer relationship management (CRM) system is difficult — especially for customer-facing staff. Not only are these employees strapped for time — they are often unaware of departures and physical moves their contacts have made. This causes discrepancies in CRM data quality, leading to bigger troubles down the line.

Managing data often requires staffing a team dedicated solely to data stewardship, which requires a significant investment in people and time resources. Organizations seem to have two choices: either staff a data stewardship team to constantly work in a reactive cycle to outpace data decay and…

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05 Feb: Current Relationship Intelligence Trends in the TMT Industries

How AI Innovations Are Making Relationship Data a True Business Asset

With the dawn of a new decade come new and exciting innovations — particularly within the Technology, Media & Telco (TMT)  industries. The pace of innovation has always been incredible, but is now even more so, with companies quickly adopting new technologies.

Within the past few years, businesses have adopted more of a willingness to lead their organizations to success with new, unprecedented tools. What was once a siloed sector has now become integrated, as TMT organizations have come to understand that they must work together in order to…

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25 Jun: How to Topple Accounting’s Top 3 Barriers to CRM Success

CRM software is now the biggest software market in the world and for good reason. CRM success can pay out huge dividends.

Increased tech stack adoption, more targeted marketing, strengthened client and prospect ties, increased cross-selling and even revenue growth are all some of the potential payouts.

But, as I recently shared with Accounting Today, three common challenges stand between many firms and their CRM success stories.

Read on to find out how your firm can use new, integrative technology to overcome these barriers and reach CRM nirvana.

1. Accounting is a reactive industry

Core services lines (like…

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21 May: Investing in digital transformation: Why high-quality data is do or die

Is your organisation contemplating investing in digital transformation? Or already in the thick of it? If so, you’re not alone. By the end of this year, enterprises will have spent more than $2 trillion on digital transformation efforts.

But while 87 percent of organisations believe digital technologies will disrupt their industries, only 44 percent feel adequately prepared for that disruption. To help bridge this gap, I was honored to share Introhive’s take on how we help shepherd our customers through their digital transformation journey with Briefing Magazine this month.

Briefing is business management publication focused solely on the…

14 May: How to Find an ERM Solution You Can Count On

Enterprise relationship management (ERM) platforms are changing the game for organizations of all types and sizes. Indeed, businesses around the world are realizing the value—including monetary gains—of understanding and using relationship maps and intelligence to tap into their relationship capital.

With the instant visibility today’s ERM tools provide, companies are using their broader networks to move they needle farther and faster. These tools not only help garner warm introductions, fast track sales, and identify cross-sell and upsell opportunities, they also reduce churn and improve marketing and technology adoption and ROI.

But today’s relationship intelligence industry is also in…

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11 Feb: 5 Tips for Better Relationship Management in 2019

Which of the following is on your business development to-do list for 2019?

Close more new customers Decrease customer churn Increase referrals All of the above

If you didn’t answer D, you’re either wildly successful (in which case, congratulations!) or you’re in trouble. But regardless of your answer, the real question is: What will it take to meet your goal?

Prospecting is hard—it takes about 18 calls to connect with a buyer. And customer retention has its own challenges, as unhappy customers are more likely to simply leave you than complain.

But never fear. This list of 2019’s…