CRM + C&E = A Match Made In Heaven: The Developers Speak, Episode 0.6

Dakota VanOs – 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.


Hello Everyone. My name is Andrew Davis. I'm a Senior Salesforce developer here at Digital Mass. And today I want to talk to you guys about how the construction and engineering industry can benefit greatly 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 make your business grow or help it help you make your business grow. But I'm gonna focus on a couple of points today. Hopefully, I'll convince you.

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 they do. 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 this kind of option because if I know construction, I imagine that a lot of your BD, 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, these partners, and that information or that interaction has never communicated, or there are no insights that are extracted and stored in anywhere centrally. There's no strategy behind relationship management without a CRM. And Salesforce does this incredibly well. So level up your relationship management with Salesforce.

Secondly, we want to talk a little bit about how CPQ can help empower your estimating and quoting process. CPQ: configure, price, quote, is a Salesforce utility that can be used to help formalize and standardize how you price work. It's specifically designed to help you think about what and how different components, different products, help manifest a final number. CPQ is helpful in the sense that it can help standardize and reduce barriers and help increase transparency to what your pricing process looks like both internally, but then secondly, your clients will feel better about it too, because they can ask about how you arrived at a particular number, and it's not half art, and it's not half science instead. It's grounded business rules that accommodate complex process logic. Pricing logic is complicated to support 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. CPQ can help you make adjustments and reflect that in your baseline quote that you provide to a customer. So consider formalizing that process as well.

Using 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!