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Name of author Rick Baker, P.Eng.

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eCRMine© - #2

by Rick Baker
On Dec 17, 2009
Our CRM system works!
 
We built our CRM system – which we call our eCRMine – using our own software-engineering savvy and our own sales-management savvy.  We did that because experience showed us off-the-shelf tools did not allow us to inject creativity…a necessary ingredient of a successful CRM system.
 
To summarize, we think a CRM system is successful when it has the following attributes:
  • It gets used…used by staff, used by management, and used by leaders
  • It serves the needs identified by staff, managers, and leaders [ie, it serves The Plan]
  • It can be expanded or contracted…ie, it can be changed to meet changing needs
When we talked about creating eCRMine we knew about Wikipedia and The Internet Movie Database.
 
 
We knew about those information systems and we knew people embraced them…they were user-friendly and they were comprehensive, containing huge amounts of cross-referenced information.
 
That’s what we wanted in our CRM system. We wanted to capture names and facts. We wanted cross-referencing like that contained in Wikipedia and IMDb. I used to say - we want it Wikipedia-ish and IMDb-ish.
 
Using IMDb as a metaphor – we didn’t just want to know everything about Sylvestor Stallone…when he was born, what movies he was in, when those movies were made, etc. We wanted to be able to quickly find out who else was in those movies. We wanted to know the people who know Sylvester Stallone: the movie  producers, the movie directors, the fellow actors, etc.
 
Thinking about what Malcolm Gladwell [www.gladwell.com] had written in The Tipping Point, about Kevin Bacon and Rod Steiger [the best-connected actor of all time], we wanted to capture relationships on multiple levels.
 
The good news: it is not difficult to build a powerful CRM system…and we would be pleased to share the results of our work with you.
 
If you would like to learn more about our eCRMine then let us know.
 
***
 
Over the last 2 years, Spirited has talked with hundreds of businesses, all seeking help. We noticed trends and we developed a short list of questions to help us understand the precise nature of the help required.
In the next blog series, I will share and discuss those questions.

Tags:

IT & TECH | Marketing | Networking: The Joys of Connection | Sales

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eCRMine© - #1

by Rick Baker
On Dec 15, 2009
We are pleased to announce: Our CRM System Works!
 
For many years, we have seen people suffer with client-contact and relationship management systems..."CRM systems". And, we have suffered ourselves.
 
In the early 1990's I discovered Lotus123. That software allowed me to create a database/spreadsheet combination that had some positives: information capture, user-friendly, sorting, reports, etc. Lotus123 software allowed us to get some basic organization in place.
 
This happened about the same time cell phones were shrinking from luggage-size to hand-held size.
 
Back then - the world of information and communication seemed a much-simpler space.
 
Back then - people spent more time building relationship than talking about the need for them, let alone talking about the need for relationship-support tools.
 
Things have changed.
 
Now - lots of people have a desktop computer, a laptop, a BlackBerry, and a notebook. That's what I have and (ask anyone) I'm not a high-tech fellow.
 
Now - I'm writing a blog about CRMs.
 
Actually, this blog is about introducing our proprietary CRM, which we call our eCRMine.
 
e - electronic
CRM - contact relationship management
Mine - our gold mine of specialized information [Value repository]
 
Here's a link to a picture of the opening page of our eCRMine.
(link to eCRMine)
 
Over the years, we have suffered and watched others suffer with CRM systems.
 
To remove this suffering, after exploring many other options for many years, in 2007, we decided to build our own eCRMine.
 
We built eCRMine using our own software-engineering savvy and our own sales-management savvy.
 
eCRMine is 'modular' - it can be customized and we can transfer its 'technology' to other businesses.
 
In the next blog, I will provide some more details about our eCRMine…

Tags:

IT & TECH | Marketing | Networking: The Joys of Connection | Sales

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Networking: More Thoughts About the Starting Point – Why?

by Rick Baker
On Feb 11, 2008
How can business people ensure networking experiences are most productive? We can optimize networking by understanding:
  1. Our Own Networking Goals
  2. Other People’s Networking Goals

Understanding Our Own Networking Goals
As networking opportunities arise, test your goals against the situations. When your goals are incompatible with the situation, adjust your goal, then your behaviour. For example, many tout the 30-Second Elevator Commercial. Such a tactic might work at events such as trade fairs or business-after-hours sessions. However, I have yet to hear anyone confirm that the pitch actually worked in an elevator. Rather than placing emphasis on such ploys, make sure you have a kit of communication tools. From your kit, pick the right networking tool for the specific networking job.

Understanding Other People’s Networking Goals
It is best to keep it simple. That can be done two ways. We can listen to the other person. If we listen well then the other person will sooner or later make their networking motives clear. There is no point trying to sell when the other person wants to learn about your family tree. There is no point seeking family-tree details when the other person is in the middle of a sales spiel. Assess. Adjust accordingly. Another simple approach is to ask the other person questions, “What do you enjoy most at these events?” If the event is titled a networking event then ask, “What does networking mean to you?”

Closing Thoughts:

  • When in doubt about networking – listen.
  • If you truly care about other people – ask questions.
  • If you know the person is a Connector – don’t be shy, be direct.

Tags:

Networking: The Joys of Connection

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Networking: Some Thoughts About The Starting Point - Why?

by Rick Baker
On Feb 3, 2008

Most business people would agree networking can be defined as 'two parties sharing information'. But in many cases, that broadly-defined starting point is our only point of agreement. People may agree on that definition while they disagree on why they are networking. If two people attempting to network do not share the same motives then their networking efforts can cause frustration and wasted time.

Why do we network?

Overall, we network to share information. But... 'Why?'

  1. Do we desire to: Give information? Receive it? Both?
  2. Do we expect commercial/business results? If so, when?

Our motives for networking dictate our behaviour during networking. And, our motives for networking cover a broad spectrum.

At one extreme, we have people who expect networking to provide immediate commercial results. Using Malcolm Gladwell's 'model', such a networker might seek out a Connector and ask a blunt question like, “Can you connect me to someone who wants to buy my widgets?” If I understand Malcolm Gladwell accurately then such an approach can work, because Connectors are special folks who get their kicks making these connections.

Many networkers would be shocked and annoyed by a direct commercial assault such as the one just described. For these people, networking is not the place for direct, commercial activity. It is not the place for sales spiels. Rather, they see networking as a way to get to know people by listening and learning… building enduring relationships. For others, networking – even if it is done at a business-networking event – must never be commercial. Their only networking goal is to learn personal information, first-hand.

Closing Thought: To maximize the value of networking, we need to understand the 'Why?' behind the networking... some more thoughts at next issue.

Tags:

Networking: The Joys of Connection

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