CRM + C&E = A Match Made In Heaven

Alex Colburn – April 27, 2021

The Developers Speak is a video series featuring certified Salesforce consultants at Digital Mass. They come to you twice a month to help bridge the gap between business problems and technical solutions.

On this episode of The Developers Speak, Andrew breaks down why it's important for the Construction and Engineering industry to have a centralized source of truth, and how Salesforce can help simplify the estimating and quoting process.

Why construction and engineering companies need Salesforce

Hello Everyone. My name is Andrew Davis. I'm a Senior Salesforce developer here at Digital Mass. Today I want to talk about how the construction and engineering industry can benefit from implementing Salesforce as their CRM of choice. There are dozens of reasons why it's a no-brainer to bring Salesforce into your company and help it help you make your business grow, but we'll focus on a couple of points today.

Salesforce is built for relationship management

First and foremost, I want to talk about relationship management. Salesforce does this, it's in the acronym, CRM: customer relationship management. It's what the system is built for, and it's designed completely around the philosophy of helping to centralize, templatize, and formalize relationship management. Salesforce is a no brainer for construction and engineering companies because if I know the construction industry, I imagine that a lot of your business development, marketing, or operations-based people have the most up-to-date and realistic representation of your clients, partners, and competitors stored in Outlook lists or desktop stored Excel files. Or you have team members who are interacting with these clients and partners without being tracked, so there are no insights being extracted and stored anywhere centrally. Without a CRM, there's no strategy behind relationship management. Salesforce does this incredibly well. So level up your relationship management with Salesforce.

CPQ will empower your quoting process

Secondly, we want to talk a little bit about how CPQ can help empower your estimating and quoting process. CPQ stands for "configure, price, quote", and is a Salesforce utility that can be used to help formalize and standardize how construction and engineering companies price work. CPQ is specifically designed to help you think about how different components and products will equate to a final number. CPQ is helpful because it will help standardize processes and reduce barriers while increasing transparency to what your pricing process looks like internally. It will also help your clients feel better about your estimated quote too because when they ask about how you arrived to a particular number you'll be able to tell them. It's not half art and it's not half science instead, it's grounded business rules that accommodate complex process logic. Pricing logic supports things like whether or not a particular scope of work is union or whether there's a local or state regulation that may influence how you might cost that job. Salesforce CPQ will help you make adjustments and reflect those kinds of things in your baseline quote.

With Salesforce, there are plenty of other ways that it could help your company be more successful tomorrow. Earn those sales, earn those selections, and help grow your pipeline. But that will do it for us here today. Hopefully, we can make another video and talk to you soon. Thank you.

About the developer:

Meet Andrew Davis: Andrew joined the Digital Mass team as a Senior Salesforce Developer in August 2020. He came in with a few certifications on his belt and hasn't slowed down since. Andrew currently holds Platform Developer 1, Platform Developer 2, Certified Administrator, Platform App Builder, Marketing Cloud Email Specialist, Marketing Cloud Developer, and the Javascript Developer certifications.

Outside of work, Andrew likes to spend his time playing D&D, camping, and burying himself in Youtube playlists exploring things ranging from emerging technologies to how to hand-sew your own socks - it’s pretty obvious he fits right in with the DM crew!