By Susan Wylie Lanfray
How does your firm decide where to invest marketing dollars each year? The wealth of client information within your firm’s systems can help you to focus your marketing and communications activities.
Gain a solid understanding of your client base and plan your strategy based on this data, advises Nancy Manzo, CEO of Manzo Marketing, a national consulting group that helps firms implement CRM to support their marketing and business development strategies and drive revenue.
Connecting The Dots Between Sales, Marketing, And Client Service
A customer relationship management (CRM) system provides the opportunity to connect sales and marketing to client service. Capturing key information about your relationships with clients and prospects and tracking marketing campaign data enables you to do a gap analysis of your top clients and prospects to uncover unmet needs and decide which opportunities to pursue.
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