MISTAKE #1 - UNDERUTILIZING A CRM
The underutilization of Customer Relationship Management (CRM) systems within architecture and engineering firms leads to a failure to store
critical opportunity details, prospect interactions, and prospect data. The result? Teams waste valuable time searching for information that
should be readily available, slowing down their pursuits, reducing productivity, and making it harder to win new work.
When information isn’t stored, it lives in the minds of project teams. Employees then heavily rely on this "institutional
knowledge" to compensate for the inadequacies of the centralized storage system, further exacerbating the problem. This perpetuates a
cycle of dependency and contributes to the loss of vital details over time as people forget and experienced team members depart.
Furthermore, the absence of robust data storage and retrieval mechanisms deprives firms of the ability to analyze past projects, spot
trends, and make data-driven decisions that strengthen business development efforts.
Effectively incorporating a CRM system can yield substantial benefits for architecture and engineering firms. 78% of business development
leaders acknowledge that their CRM effectively improves alignment between sales and marketing teams (HubSpot Research, 2023). This
underscores the importance of leveraging CRM systems to streamline operations and enhance collaboration.