CRM for consultancies: types and benefits in client management

only by the recruiting capacity but also by the management and treatment of the portfolio client.

If you work as an advisor you will be interested in knowing what a CRM can contribute to your business. Next, we will talk to you about the impact of a customer relationship management system, the advantages and all the information necessary for you to make the best decision.

What is a CRM for consultancies?

Customer RelationShip Management , CRM, is a customer relationship management software that allows you to store and process all the information generated by consulting users , carry out recruitment actions and develop marketing strategies.

Is there anything more important for a company than a person seeking professional advice? No, the customer is the focus. And a satisfied client is a marketing element, in itself, that advertises the consultancy.

Types of CRM for consultancies that you can find on the market

It is interesting that you know the different types of CRM that are marketed. 

1. Cloud CRM for the advisor who works on mobility

CRM in the cloud, as its name indicates, is characterized by its access and use over the Internet. It is useful in consultancies with extensive mobility on the part of its employees .

The cloud brings certain advantages that local CRM does not offer, such as, for example, greater ease of installation as it does not require equipment. In addition, a cloud CRM has the advantage of being updated independently and can be less expensive since payment is based on a monthly fee system. The files and information contained therein are protected against possible data loss. Security is the main advantage.

2. Local CRM for the advisor who works from the office

For its part, physical or local CRM is software that is not hosted in the cloud and therefore requires servers and equipment in the consultancy . Although having on-premise software can be interesting in specific cases, today the versatility and security provided by the network leaves it in the background. Additionally, this type of system requires the purchase of a license, so the initial investment can be high.

Benefits of using a CRM in consulting

The benefits of using a CRM for customer management consulting, as well as for marketing or commercial information management, in general, are notable. Among them are:

• The ease of recording and importing new data , such as metrics, observations or new customer files. This is especially useful in the case of large companies in which several professionals work with the same clients, being able to add comments that the colleague will later read.

• The possibility of managing, in an integrated manner, email, alert systems and document bases .

• You can access the CRM cloud from your desktop computer, laptop or any other device, as long as you have network access. Meeting outside the office has never been easier than with a CRM for consulting.

• The storage of invoices is easily integrated into the CRM and can also be linked to the accounting areas of the office.

• Any CRM, locally and in the cloud, will notify you through notifications , if programmed, of the obligations or tasks to be carried out for each particular client, and their deadlines.
• Finally, indicate that a CRM can be essential support in the control of all the company’s marketing and sales campaigns . With adequate software, it is possible to manage the sales process in stages and achieve better conversions, thanks to the predictive nature of the CRM, which allows us to know customer tastes and trends.

The work of a CRM begins with the efficient storage and management of all customer information. This database contains everything the CRM needs to fulfill its functions. CRMs are modular tools.  Some are basic and common to all software of this type, others are specific oriented to a sector.

Consulting client module

It is the essential module, the axis of the functioning of a CRM . The software generates an individual file that contains the information that will be processed by the advisor . 

Sales or acquisition module

The user base of a consultancy is not static, growing means investing in recruitment. The sales module manages operations and negotiations , essential for automating commercial functions.  Manage accounts, contacts and agenda of commercial activities.

Marketing module

The marketing module optimizes marketing campaigns. Based on customer segmentation, it anticipates needs and offers what is necessary to satisfy them. In this way, customer retention and a stable and lasting relationship are ensured. 

Analysis and reporting module in consulting

Many CRM solutions have functionalities for creating reports, statistics and tables. They prepare data analytics, and synthesize key performance indicators. From this module, you can control the level of customer satisfaction, make comparisons and detect if there are anomalies in the work processes.

What to take into account when choosing a CRM for consulting?

Choosing the most suitable CRM for your consultancy takes time.convenient. Each consulting firm is unique and has its own work system.

We present some suggestions to keep in mind that can help you in this choice.

1. The type of clients and their business volumes . You will need software that can cover as much volume as the client requires.
2. Usability.   The software must be easy to use and multi-device, it must be able to be used on a PC or a Smartphone.
3. Legal update.   The CRM must have periodic legal automation mechanisms. In this way the advice will always be up to date with legal modifications.
4. Make it customizable . This is an important factor, because it will allow the CRM to be adjusted to the consultancy’s work system.
5. What integrations are necessary? A CRM generally does not work completely independently, it is combined with other integrations and other software.

What is the best CRM for consultancies? Generic vs specialized CRM

Now, if you are looking to unify all the systems you currently work with, including financial solutions and Human Resources software , you will have to opt for a specialized system.

You can find a complete list in our article on CRM for SMEs .

• We will also find documentation sharing functions such as a customer portal. We have a list of programs in the article consulting software .

Prices of a CRM for consulting

There are several factors that determine the cost of a CRM : functionalities, number of clients and files and users are the most important.

• The prices of a generic CRM are between 16 and 35 euros per month per user.
• The prices of a specialized CRM for consultancies range between 30 and 80 euros per month per user. 

Many models offer a free but very limited version, which can be useful as a trial. Others offer a free demo for a limited time. It is advisable to request it, to know if the CRM fits the needs of your consultancy.

Conclusion

Strong competition and the possibilities of the Internet are forcing businesses to update to keep pace. Whether in attracting new clients, managing those you already have or opening sales channels, CRM is a perfect (and necessary) ally for any consultancy that wants to evolve.