Customer Relationship Management is a critical aspect of business success. It includes methods that help organizations maintain and develop their customer relationships, and effectively manage interactions with customers. CRM software is purpose-built to help organizations follow their customer relationships. 

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CRM is a comprehensive software tool to support customer relationships from initial contact to post-sale support. CRM is used to track customer interactions and the sales pipeline, and collect feedback. CRM systems centralize business-critical information in order to make decisions based on data about customers' needs and preferences.

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Why is CRM important for consultants?

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Building strong, reciprocal client relationships is paramount for consultants, just as it is for any customer-focused business. 

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Dealing with multiple clients can lead to missed opportunities and complex situations. When the client base expands, a CRM system becomes invaluable, offering benefits like support team empowerment, task automation, personalized email templates, sales forecasting, advanced analytics, and comprehensive sales pipeline management. 

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Here are some ways that consultants can benefit from a CRM system:

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  • Increased productivity: CRM enables saving various tasks in the same platform, ensuring that everyone in the team has the crucial information. This helps to keep track of the workflow and increases consultants’ productivity and work satisfaction.
  • Lead management: CRM helps to drive the customer through different stages in the sales pipeline when a new lead is referred. Automatic lead and sales pipeline management secure that the sale process is more dynamic and productive. CRM enables personalized interactions and responses at the right point of customer journey. These are fundamental in building client trust and loyalty. 
  • Improved stakeholder management: With a good CRM system all data is easily accessible in one place. This means that no information about a stakeholder or customer is lost when situations evolve, and consultants can keep the conversation going from where it was left.
  • Improved customer service: A comprehensive view of stakeholders enables consultants to build stronger customer relationships and more effective communication. CRM systems ensure that the customer receives attention each step of their journey. A follow-up process for each customer within CRM helps to increase customer satisfaction. 
  • Better decision-making: In the consulting business the decisions need to be well-grounded and based on thorough data-analysis. Documenting what happens during each customer interaction supports analytics and decision-making. With CRM consultants can efficiently access, update, and analyze critical information. 

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CRM serves as an indispensable tool for consultants, promoting efficiency, professionalism, and client satisfaction.

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The best CRMs for consultants

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Looking for the ideal CRM software for your consulting business, as an independent consultant or part of a team? 

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Below, we've compiled a list of top CRM software options tailored for consultants.

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Salesforce

Salesforce is one of the largest CRM platforms that offers a comprehensive suite of tools to help businesses manage their sales, marketing, and customer service operations. Salesforce’s platform is built on next-generation cloud infrastructure. Their platform helps to simplify and manage the entire sales cycle from prospecting to deal close to upsell and cross-sell. Salesforce auto-generates sales tasks and marketing activities. It can be used to manage all marketing channels and create seamless and personalized customer experiences.

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HubSpot CRM

HubSpot CRM is a user-friendly customer relationship management software designed to simplify sales and marketing processes. It enables businesses to manage contacts, track leads, and automate various marketing activities. HubSpot's free CRM offers easy-to-use features like live chat, meeting scheduling, and email tracking. HubSpot has software for marketing and content management, sales, operations, and customer service. 

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Pipedrive

Pipedrive is a sales-focused CRM software designed to help businesses manage their sales pipelines and improve deal management. It offers an easy-to-use, visual sales platform that allows sales teams to track leads, manage deals, and automate repetitive tasks. Pipedrive centralizes data and helps to visualize the entire sales process. Pipedrive has customization options and integration which make a highly tailored CRM solution. 

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Zoho CRM

Zoho CRM is an online sales CRM software.  Zoho CRM offers a wide range of features to help businesses streamline their sales and customer service operations. It provides tools for lead management, contact tracking, email marketing, and analytics. Zoho CRM is known for its affordability and scalability, making it accessible to businesses of all sizes. Zoho CRM has various integration options. 

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Insightly 

Insightly is a CRM and project management platform tailored for small to medium-sized businesses. It combines customer relationship management with project planning and execution, allowing organizations to manage both their customer interactions and project workflows in one place. Insightly offers features like contact management, email tracking, task management, and reporting. 

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Zendesk

Zendesk offers a suite of cloud-based tools and solutions for customer support, engagement, and communication processes.  Zendesk simplifies customer service operations and helps businesses to create connections with customers. Zendesk has solutions to manage inquiries, resolve issues, and provide self-service options. They also help companies to gain valuable insights into their customer interactions. 


How to choose the right CRM for your consulting business

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CRM platforms help manage interactions and build lasting connections with clients. While the specific needs of consulting firms may differ, certain key features are essential. 

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Selecting the ideal CRM for your consulting business involves careful consideration of these factors:

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  • Size of the business: Size defines some of the requirements and features of the CRM system: How simple or complex features are needed from the CRM?
  • Marketing needs: Decide whether you want the CRM to handle additional tasks like sending newsletters, analytics, and social media management?
  • Industry integrations: Look for industry-specific features or integrations with your current systems.
  • Budget: Define the functionalities that are essential for your consultancy.  Choose a system that offers these functionalities and added value within the right budget range.

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How to use CRM to improve your consulting business

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CRM improves consultants’ work and gives tools to grow the business.

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  1. CRM helps you manage client relationships

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CRM helps to manage client relationships by keeping a detailed record of client contact information, interactions, discussions, and meetings. CRM will ensure that consultants can easily access and update client contact information. A critical connection is never missed.

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CRM makes it possible to provide personalized service and grow lasting relationships for the consultancy. 

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  1. CRM helps you get more clients

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With CRM consultants are able to efficiently track a sales pipeline. The best CRMs also integrate with marketing tools. For example, HubSpot and Salesforce track customer interactions across channels, which makes personalized messaging, better analytics and behavioral understanding possible. 

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Use CRM data to segment your audience and send tailored marketing messages that resonate with specific client groups. CRM’s sales pipeline management enables consultants to identify potential leads and expand the client base. 

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  1. CRM helps improve your customer service

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CRM is a tool for ensuring high client satisfaction with accurately timed services and client engagement. A client's history and preferences as well as customer feedback can be used for delivering better service and to identify areas for improvement. 

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CRM enables resolving issues quickly by tracking and assigning tasks to the relevant team members. With a CRM system consultants stay better organized, as it serves as a tool to manage appointments, tasks, and deadlines, which improves overall efficiency. 

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Other softwares for consultants

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In addition to CRM systems, consultants may benefit from a range of other software tools. These tools can further enhance market mapping, productivity, communication, and project delivery. 

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Specific needs and goals of the company define the choice of additional software. Some other relevant software for consultants include:

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See a comprehensive list of best consulting tools.

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These systems can be used together with a CRM system to deliver consultancy that answers to customers’ challenges. 

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Altogether, software systems aligned to consultancy business’ needs have a large role in achieving and maintaining relationships that provide the most value to both, the customer and the consultant.

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