Like most industries, construction has many unique characteristics. However, in the majority of building-related companies one common theme emerges: not knowing who the end customer is until after the opportunity has presented itself.

This situation, along with the fact that many parties are involved in the bid process which must be accounted for creates a challenge for many CRM systems – but not SharePoint CRM.

Relationships are more important in the construction industry than in many other industry sectors. To gain entry to the bid, contract and sub contract market, it’s important to know “who’s who”. The play to get contracts can be more strategic once the players are better understood.

We have many construction- related clients that rely on SharePoint CRM because of its ability to provide the right infrastructure and relationship management capability to support such a complex business structure.

SharePoint CRM provides the following capabilities to well support this industry sector:

  1. By attaching the Opportunity to an owner organization, it is possible to start building out the related parties and their relationships to the project. Once the awarded party is decided, this organization now plays a pivotal role in determining any subcontracts. The multi-relational tracking modules in SharePoint CRM make it easy to attach the players and change their roles as the project evolves.
  2. Tracking interactions, tasks and appointments with each party in the project will log those notes to the specific organization while retaining a connection to the project. This ensures quick access and easy retrieval of all communications with contractors about specific projects.
  3. Organized storage – all files, important documents, proposals, contracts and pertinent email communications can be uploaded directly to the Opportunity Project, so that everything is in one place.

Because the construction and building industry is hands-on with many people out in the field, some users might be less inclined toward using Relationship Management systems. However, a CRM can provide a competitive advantage especially within this industry, as more strategic planning, knowledge of the players and their influences are necessary to swing contracts to a favorable position.

In years past, relationships determined contracts but today the market is much more competitive and complex. Winning deals must include some strategic play. SharePoint CRM provides the support system that brings the business intelligence necessary to develop winning strategies.