Better relationships
Lees, Chris
Better relationships - 2005 - Estates Gazette (0537) 17 September 2005, 70-71(2) .
Looks at the implementation of customer relationship management (CRM) systems in the real estate sector. The widespread adoption of CRMs in the late 1990s did not deliver the hoped for financial returns. The systems focused on decreasing the costs of sales, marketing and service rather than on the customer and achieving a complete view of a client's business. Sees CRM as most successful when it pulls in information from across the company, be it financial, human resources or marketing. CRM investment is increasing again by an estimated 10% this year. Advises on developing CRM strategies to identify those business areas that could be improved through a CRM solution.
Better relationships - 2005 - Estates Gazette (0537) 17 September 2005, 70-71(2) .
Looks at the implementation of customer relationship management (CRM) systems in the real estate sector. The widespread adoption of CRMs in the late 1990s did not deliver the hoped for financial returns. The systems focused on decreasing the costs of sales, marketing and service rather than on the customer and achieving a complete view of a client's business. Sees CRM as most successful when it pulls in information from across the company, be it financial, human resources or marketing. CRM investment is increasing again by an estimated 10% this year. Advises on developing CRM strategies to identify those business areas that could be improved through a CRM solution.