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Calling all Recruiters - Are you unhappy with your current CRM?

In recruitment, opinion / By Guy Deterding / 28 November 2016

If you believe you could get more from your CRM, or it is slowing down your consultants, and hitting sales then maybe the list of questions below will help you formulate a plan.

“There is no such thing as a dumb question” according to Carl Sagan. If you are considering a new CRM then you need to ask (and answer) a few questions first:

• Why am I unhappy with the current CRM?
• What?
• What can I do about it?
• Are there other ways of resolving these issues?
• What are the critical deliverables for the (new) CRM?
• Does this meet current, and anticipated, needs?
• Will changing the CRM fix them (on its own)? (moving poor data is not sorting it)
• What other opportunities does this provide e.g. review data, processes, IT strategy?
• What reporting would benefit the business (key driver of CRM functionality)?

• When should we make the change - is it worth it now or is there a better time for disruptive change?
• Are the medium or long term returns worth the pain of a significant change project?

• How do I go about putting together a cost benefit analysis?
• If there is a case – how do I choose what CRM to go to?
• How do I cover off the implications of this in terms of integration, process, reports?
• How will we manage the business change?
• How do we measure “success”?

• Where do I go for help?
• Where should we start?
• Do we pick an office/team at a time or go for a big bang?

• Who can lead this / make this work?
• What skills do we need?
• Do we have the internal bandwidth (don’t under-estimate the effort)?
• Do we have the resources to make this project a success?

In the words of Rudyard Kipling:

I keep six honest serving-men
  (They taught me all I knew); Their names are What and Why and When
And How and Where and Who.
I send them over land and sea,
  I send them east and west;
But after they have worked for me,
  I give them all a rest.

Guy Deterding

Guy Deterding

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