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Executive Construction
Building a business development culture
Executive Construction grew rapidly over a five-year period. And so did the number of spreadsheets, silos and inefficiencies it had to manage. The Chicago-based general contractor knew a customer relationship management (CRM) system could solve many of its challenges — if it selected the right solution and a strong implementation partner.
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The Challenge
Executive Construction implemented a strategic plan to recession-proof its business and build a culture around business development. Five years in, leaders realized they didn’t have the right technology infrastructure to support their business development goals. Spreadsheets were overused and tracked redundant information. It was challenging to maintain accurate contact lists. Lead management was inefficient. And business development efforts were stalled by siloed information. Leaders knew a CRM system could solve most of these challenges — if they picked the right tool.
The Solution
Executive Construction evaluated the licensing costs, integration capabilities and ease of implementation for several CRMs before selecting Microsoft Dynamics 365. Executive Construction appreciated that Microsoft Dynamics integrated naturally with their day-to-day operations, and leaders were reassured by peer recommendations and the Microsoft name. Executive Construction selected Wipfli to lead the implementation and change management based on its deep experience in the construction industry and with CRM implementations. Wipfli integrated D365 with downstream systems, including Viewpoint Vista, to automate customer and project setup.
Wipfli is eager to figure out ways to enhance the system and push the boundaries of what we can do with Microsoft Dynamics.
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The results
Executive Construction gained a centralized system for its contacts, sales data and project records. The firm consolidated data and made it easier to clean up and update records, so leaders have a single source of truth. Microsoft Dynamics also made data accessible in the field, so staff can support business development from any office or worksite. Business development is always on.
