Overview

"This is a must-read for all firm leaders, regardless of what business you are running or market your business is in. These authors truly understand that a company's success is directly tied to successfully maintaining and growing client relationships. Businesses with a poor client relationship management (CRM) process fail and perish. Do not let that happen to your company, be a leader that acts and champions your firm's CRM process and data. This book empowers leaders to take ownership of their company's data and set the tone for a company-wide culture of data stewardship. Whether you are at the beginning of your CRM journey, in the middle of evaluating solutions, or if you have a system you are implementing, maintaining, or improving I am confident you will find exactly what you need to be successful. Combined, Chaz and Courtney have helped hundreds of professional service firms implement, maintain, or improve their CRM processes and systems. When meeting with C-Suite leaders, the common thing they hear is, ""I do not know what I do not know. You are the expert, so tell me what I do not know."" Once you read this book you will never have to wonder ""What do I not know about CRM?"" again! They will help you navigate this topic and support, empower, and lead you to success. Both Courtney and Chaz have dedicated a good portion of their careers to improving the management of client relationships. Put their experience to good use and benefit from their lessons learned, expertise, and best practices. By the time you finish this book you will view data as one of your company's most valuable assets and you will insist your firm prioritize the process and people behind your client relationship management!"

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Known for her love of data, Courtney Kearney brings her marketing skills and years of experience to the technical world of databases, processes, and numbers. She is the Founder and Chief Data Officer of CKearney Consulting, a CRM and data management firm focused on supporting the AEC industry. Courtney started in the industry at the age of 14 and spent the following four years interning with a general contractor (GC). After graduating from Texas A&M University, she spent a decade as a marketer before starting her firm in 2016. She is a CRM thought leader, a Certified Professional Service Marketer (CPSM), a contributor to the Society of Marketing Professional Services (SMPS) Marketer publication, and now a published author. Chaz Ross-Munro has more than 15 years of AEC experience as a marketer and most recently as a Software as a Service (SaaS) Manager responsible for providing comprehensive CRM and proposal automation solutions for AEC firms. She has helped secure firms more than $700 million in contracts and has supported over a hundred CRM implementations. This is Chaz's second book. She first authored Sink or Swim Faster! Making a Splash in Marketing Professional Services which is a great resource to help onboard new AEC marketers. She is a Certified Professional Service Marketer (CPSM), a contributor to the SMPS Marketer, previously held a Certified Foundation (CF APMP) through the Association of Professional Management Professionals (APMP) and was a Certified Scrum Master (CSM).

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