Project CRM implementationSector Logistics & Supply Chain
Context
Commercial information existed everywhere and nowhere: in agency inboxes, in regional spreadsheets, in salespeople’s memories. Two agencies could negotiate with the same group unknowingly, and a client received two different terms depending on whom they called. Head office discovered commitments at billing, sometimes months later. And a salesperson leaving took with them the account history nothing had recorded elsewhere.
Challenge
Unifying commercial tracking in an organisation where local autonomy is a condition of effectiveness: agencies know their market better than head office, and a tool that constrained them would not be used. Sharing had to become more useful than withholding, on negotiation cycles measured in quarters.
Objectives
- Gather commercial tracking in a single tool across several geographic zones.
- Make visible what one agency has committed on a shared account.
- Preserve local negotiating autonomy within a common framework.
- Retain account history independently of the salesperson.
- Give head office a consolidated view of portfolio and commitments.
Commercial tracking and client relationship sit in a single tool. One agency sees what another has committed on the same account, and head office knows its commitments before billing.
Areas of expertise
CRM & Customer Relations
Carrier Portals & Tracking
Data, Master Records & Reporting
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