Did It Get Done?


This is a follow-up to last week’s Guide on financial metrics and developing your business model and plan.

This week I am writing about activity tracking. 

Plan it; delegate it; do it, track it. Was it completed?  Is there any follow-up? 

Your business integrity is paramount and one of the ways to destroy that integrity is by not completing what you promised to do.

You need a system for that, usually called a “Customer Relationship Management” system or CRM.

Your CRM might be a yellow pad, Post-it® Notes (I have seen that one!), log book, file folders or index cards.

Your CRM might be Microsoft Outlook.

I would suggest you need a multi-user server or internet-based system dedicated to contact management.

Popular examples include Act!, Microsoft CRM, Goldmine, Salesforce.com, Sage, and Sugar CRM.

These powerful tools allow you to delegate and track tasks and opportunities, send group email, share calendars and address books, plus much more.

Most of these CRM’s offer the opportunity for customization, and most of them have consultants in your area that do this stuff full-time.

If you cannot quickly (In 10 minutes or less) and easily (It only takes one person) identify a group of clients and send them a letter or email based on specific criteria, you need to rethink your CRM system.

Even if you have a system, it is ineffective if it is not being fully utilized.  It is not doing the job.

Remember that if you forget to do something, your client will remember that you forgot!

Guide – Your business needs a way to make sure you deliver on everything you promise.

Action Item – Find a true CRM system and a consultant to help you.  Start with your trade association and those nice little block ads in the back of your magazines.  Those folks are usually pretty good!

© 2009 The Advisors Center, LLC – All Rights Reserved


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