Start your CRM Project with the strategy not the technology
Many CRM projects fail because they start with the technology, not the strategy. This approach enables you to interpret your strategies and customer experience aspirations into solid business requirements that can be programmed into enabling systems.
A BRD (Business Requirements Definition) is a document that details what your business needs are for new systems implementation, be it a CRM, ERP, website CMS, or a custom system. The lack of an accurate articulation of your requirements that are unambiguously communicated to the technology partner is a common stumbling block.
A BRD typically covers:
- Scope
- The Customer Strategy
- Segmentation Model
- Customer Journey
- Current Situation
- Contact Plans
- Business Requirements per customer-facing process
- Impact by department
- Management Information
- Implementation approach
- Audit requirements
This is complemented by a Champion-led Change programme that helps with the change and programme management required to ensure successful implementation.
BUSINESS REQUIREMENTS DEFINITION (BRD)
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Business Requirements Definition
Start your CRM Project with the strategy not the technology.
Uncover where the financial value really sits in your customer base.
Build a hard-nosed business case for customer strategy-driven investments.
Improve static or unprofitable relationships into ones that engender growth and profit.
Define what customer profitability means and develop analysis and modelling tools to enable customer profitability.
Unfilter poor specifications, unclear requirements, bad data, or poor stakeholder engagement and avoid expensive mistakes.
This tool focuses on three core areas of distributor management, selecting the right partner, managing the right partner, developing or transitioning a partner.
Maximise value, optimise customer loyalty, minimise customer loss and develop your sales resources.
Independent quantified assessment of functionality gaps exist and what damage they are causing to your business.
Good Customer information is the life blood of all organisations and critical to competitive advantage – apply the RAFT technique to analyse cost benefits and fit-for-purpose.
New European data protection regulations (GDPR) take effect in 2018. Whilst compelling most data driven organisations to tighten up their processes and activities, used correctly, they also provide new opportunities for businesses.
