In our Back to Basics series, we’re doing just that – getting back to basics to understand the fundamentals of CRM and why it matters to your firm. In this post we’re looking at CRM as a single source of truth and what that means.
As we wrote in our last post, the main job of any CRM is to store and organize your firm’s contacts – all the details, any communication or touch points you’ve had with them – in one place (i.e. a single source of truth). CRM helps your firm’s professionals stay connected to your clients and can help improve profitability and internal processes (see ROI: Boost Revenue with CRM).
So yes, at its most basic, CRM provides you with a single source of truth for your firm’s important clients and contacts. With so many data stores available at most firms, it can be difficult to know what to trust. A CRM provides you with a single, reliable source of truth where your clients, contacts and opportunities exist. This is also why integrations are so important.
An essential feature of any CRM should be the ability to integrate with other systems (see Bridge Building with CRM). When you integrate CRM with your firm’s existing systems, data from your technology stack can be captured across platforms and you can rely on your CRM as, yes, you guessed it, a single source of truth. At ContactEase, we know that we make a great CRM. We don’t want to do it all. That’s why we partner with other popular applications that your firm already knows and uses.
In recent years we’ve introduced integrations with marketing automation systems like Constant Contact, Mailchimp, and Vuture and time and billing systems like Aderant, Juris and Elite. We are constantly evaluating the market and speaking with our clients to connect with the systems they are using. If your systems don’t talk to one another, you run the risk of having information that is outdated, incomplete and just plain wrong. When you make CRM and data integrity a priority, your firm will be better equipped to understand where your communications with your clients and prospects stand.
Talking Points: Does My Firm Need CRM?
If there’s no single source for information at your firm, you run the risk of duplicating outreach, having outdated information, and leaving key contacts off of important mailings. CRM can provide a single view of every client’s contact information and firm outreach, without which, you may not be able to fully implement strategic marketing and business development initiatives.