CRM for consultancies: types and benefits in customer management

A CRM for consultancies is an essential tool to optimize your business processes. In a situation as competitive as the current one, with so many professionals providing services in this sector, the difference between your company and the competition is established not only by the capacity to attract customers but also by the management and treatment of the portfolio client.

If you work as a consultant, you will be interested in knowing what a CRM can contribute to your business. Next, we will talk 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 users of the consultancy , carry out recruitment actions and develop marketing strategies.

Is there anything more important to a company than a person seeking professional advice? No, the customer is the focus. Depending on how this link is managed, we will obtain your satisfaction. And a satisfied client is a marketing element, by itself, that advertises the consultancy.

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

It is interesting that you know the different types of CRM that are marketed. There are two main types of CRM :

1. Cloud CRM for the consultant who works on the move

The CRM in the cloud, as its name indicates, is characterized by its access and use through the Internet. It is useful in consultancies with wide mobility by their employees .

The cloud brings certain advantages that the local CRM does not offer, such as, for example, greater ease of installation by not requiring equipment. In addition, a CRM cloud has the advantage of being updated independently and can be less expensive since the payment is based on a system of monthly installments. The files and information contained therein are protected against eventual data loss. Safety 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 consulting equipment . 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. In addition, 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 advice on customer management, as well as for the management of marketing or commercial information, in general, are notorious. Among them are:

• The ease of registering 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 read later.

• The possibility of managing, in an integrated manner, email, alert systems and documentary databases .

• You can access the CRM cloud from your desktop computer, from your 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 consultancies.

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

• Any CRM, local and in the cloud, will notify you through notifications , if you program it, of the obligations or tasks to be carried out for each particular client, and their deadlines.

• Finally, indicate that a CRM can be an essential support in the control of all the marketing and sales campaigns of the company. With suitable software, it is possible to manage the sales process in stages and achieve better conversions, thanks to the predictive nature of CRM, which allows us to know customer tastes and trends.

Modules and functionalities of a CRM for consultancies

The work of a CRM begins with the efficient storage and management of all customer information. This database contains everything that 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 to a sector.

Consulting client module

It is the essential module, the axis of the operation of a CRM . In this module, the records and documentation of each client or potential client are created, managed and stored. The software generates an individual record containing the information that will be processed by the advisor . All your queries, operations, procedures, claims are recorded and managed in this module.

Sales or recruitment module

The user base of a consultancy is not static, growing means investing in recruitment. The sales module manages operations and negotiations , essential to automate commercial functions. Sales force management allows you to manage opportunities and forecasts. Manage accounts, contacts and calendar 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. It also manages the presentation of new advisory services through email.

Analysis and reports module in consulting

Many CRM solutions have functionalities for reporting, statistics and charts. They prepare the data analytics, and synthesize the 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 consider when choosing a CRM for consultancies?

Choosing the most suitable CRM for your consultancy takes time. There is a wide offer and it is not easy to determine which is the most convenient. Each consulting firm is unique and has its work system.

Here are some suggestions to keep in mind that can help you in this choice.

1. It is important that you take into account the size of your consultancy , the volume of business. This will be decisive for the type of CRM you install.
2. The type of customers and their business volumes . You will need software that can cover as much volume as the client requires.
3. Usability.   The software must be easy to use and multi-device, it must be able to be used on a PC or on a Smartphone.
4. Legal update.   The CRM must have periodic legal automation mechanisms. In this way, the consultancy will always be up to date with legal modifications.
5. Make it customizable . This is an important factor, because it will allow the CRM to be adjusted to the consulting work system.
6. What integrations are required? A CRM usually doesn’t work totally standalone, it is bundled with other integrations and other software.

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

Selecting the best CRM for consulting will also depend on the specific needs of your business. You will find the modules and benefits indicated in the previous sections in any generic solution. However, 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.

• Generic CRM : offers the basic modules for the advisor. They are cheaper solutions in exchange for not adding functionalities that other programs cover. You can find a complete list in our article on CRM for SMEs .
• Specialized CRM : incorporates advanced modules in common areas in any consultancy such as tax, accounting or labor. We will also find documentation exchange functions, such as a customer portal. We have a list of programs in the consulting software article .

Prices of a CRM for consultancies

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 on a trial basis. Others offer a free demo for a limited time. It is advisable to request it, to find out if the CRM meets the needs of your consultancy.

Conclution

There is currently no company that does not see the need to improve a little every day. Strong competition and the possibilities of the Internet are forcing businesses to update to keep up. Whether in attracting new customers, managing existing ones or opening sales channels, CRM is a perfect (and necessary) ally for any consultancy that wants to evolve.