PMComplete™ Prospect Management

PM^Complete™ is the complete Prospect Management solution addressing:

Click on each of the topics below to view more details.

• Account Maintenance
• Account Planning
• Channel Management
• Client Management
• Contact Management
• Corporate Awards Management
• Marketing and Campaign Management
• Revenue, Billing and Profit Management
• Sales Force Management
• Sales Opportunity and Bid Management
• Telesales Management

Each of the above listed items consists of multiple PM^Complete™ functions that allow you to add new records, change, replicate, delete and list existing records, chart, enquire and report on records, add an unlimited number of soft copy document attachments to records, classify records, monitor their status through their life cycle, sort the displays into a variety of sequences, print reports, drill-down on reports and e-mail these reports and view a check list of issues to address.

PM^Complete™ allows sales and marketing staff to record, enquire and report on up-to-the-minute Client information, including staff with roles, organisation structure, service call history, sales history, project history and payment history.

With its many transaction types and fields, PM^Complete™ allows you to keep all the important details about your business and personal relationships in logical groupings for quick retrieval (ie, while you are on the telephone to a person).  This information can be about the person, the relationship, the strategy you wish to follow, the person's hot buttons, how to deal with the person, etc.

This allows you to manage, forecast, analyse and report on potential and actual sales in the sales pipeline together with the full sales cycle.

PM^Complete™ allows you to manage the sales of both products and services, as well as the sales enquiry-to-lead-to-purchase-order-to-delivery-to-invoice cycle together with the sales proposal-bid project cycle.

This frees up sales staff to spend more time with Clients and prospects selling to them and building Customer relationships and less time administering.  This not only makes sales staff more productive, it makes them happier.

PM^Complete™ allows sales management to assign Clients and prospects to specific sales representatives.

Account Maintenance

Account Maintenance looks at exisiting Clients from a sales perspective.

You can record details about existing Clients.

You can record details about your plans for each Client.

You can record details about all contacts with your Clients as well as planned future contacts.

You can record details about the results of your stakeholder assessments performed on key Client staff.

You can print a report which displays an holistic view of a suspect, prospect or Client.  This allows you to spot trends and head off surprises, before they occur.

You can view both summaries and details of all contacts, outstanding debtors invoices, sales opportunities, sales proposal projects, delivery projects, service calls, defects, change and variation requests, problems, complaints, action items and issues on the one report.  This is particularly useful to review overall status just prior to meeting with a Client.

You can print a profitability report for each Client which displays a dissection of all costs and revenues for each project for each selected Client (including "All").   

Account Planning

Account Planning looks at potential Clients from a sales perspective.

You can record details about your suspects, prospects and Clients, including:

• Company background
• Relationship expectations (both ours and theirs)
• Stakeholder assessments
• Their business objectives
• Their strategic business initiatives
• Their key staff

You can record details about all sales opportunities.

You can record details about sales strategies and tactics for each company.   

Channel Management

Channel Management looks at all of your external sales and support partners including distributors and sales agents.

You can record details about all of your channel partners.

You can send e-mail newsletters to your channel partners.   

Client Management

Client Management looks at exisiting Clients from an operations perspective.

You can record details about and monitor current, in-flight activities being performed for each Client.  These include contracts, projects, changes and variations, work orders, service calls, seminars, workshops, exhibitions, conferences, expectations, meetings, issues, complaints, problems and defects.

You can record and monitor Sponsor/Client satisfaction.   

Contact Management

You can record details about all of your contacts.  This may be performed by entering a generic Contact transaction or by entering one of the many specific PM^Complete™ transactions (eg, Service Call).

You can record details about and monitor each of your Moment of Truth Activities.

You can record details about all visitors to your premises, issue them with lapel name labels and print a visitors register report.

You can record details about "While You Were Out" messages.   

Corporate Awards Management

You can record details about company awards, both those that you give out (eg, Client of the Year) and those that you receive (eg, Microsoft® Partner of the Year).

You can record details about who the applicants were and who the eventual winner was.   

Marketing and Campaign Management

You can record details about all information collected about competitive companies, their products and your analysis of them.

You can send e-mail newsletters to target markets.  These can be all Clients, all suspects, all prospects or all companies on a specific list (eg, Newsletter or new product announcement).

You can record details about your marketing campaigns and then tie all sales opportunities back to these campaigns so as to be able to measure the effectiveness of each campaign.

You can create surveys (eg, Client satisfaction and product satisfaction) and then record and chart the results submitted by survey takers.   

Revenue, Billing and Profit Management

You can record your personnel's charge-out (fee) rates at a default designation level, at a default for each person level and at a specific person working on a specific project level (ie, overriding the defaults).  You can have different nrates for internal projects (ie, at cost without margin) to external projects (ie, includes margin).

You can record all revenue in the form of debtors invoices.  Debtors invoices may be entered directly (eg, for fixed price project progress payments) or may be automatically generated based on the hours entered on timesheets (eg, for time and materials projects).  You can also automatically generate debtors invoices for Client attendances at training courses based on course attendance fees.

You can treat automatically-generated debtors invoices as proformas.  This allows you to review and revise them (eg, not billing for contentious items, or holding back the billing of some items until a later date) prior to printing them and sending them to Clients.  This mechanism also allows you to review the wording on debtors invoices (which is derived from that entered on timesheets) prior to sending them to Clients.

Hard copy debtors invoices printed by PM^Complete™ include your company's logo and are ready to send directly to Clients.

You can record the actual date of debtors invoice payment.  The Financial Transactions Requiring Attention report will print a simple aged trial balance (among other things) displaying the age of unpaid debtors invoices.

If you also record all costs in the form of timesheet hours, expense claims and creditros invoices, then PM^Complete™ can calculate profitability.  Profitability can be monitored at the project level, at the Client level and at the practice level.

PM^Complete™ can calculate billability, utilisation and rate realisation (the 3 most important practice metrics for professional services firms) for each staff member as well as the practice as a whole.  Each person (staff members and contractors) can have a billability target assigned and this can be contrasted on each person's dashboard for them to see how they are going in achieving their target.

A management report displays this company-wide information.   

Sales Force Management

Sales Force Management allows you to manage your sales force by balancing their territories as well as monitor sales opportunity activity.

You can create sales territories and assign a Salesperson to be responsible for a sales territory.

You can record which Salesperson is responsible for each company.  This can be for both Clients as well as suspects and prospects.

You can record which Salesperson (and optionally which Bid Manager) is responsible for each sales opportunity.

You can monitor the status of your sales funnel/pipeline either by Salesperson or by Bid Manager.

You can print a variety of reports that display who is responsible for which Client.  These are useful from a sales force management perspective.  They also provide an excellent communications vehicle for all staff (especially Service Desk staff) to be able to quickly identify who is responsible for which Client.

You can record details about bonuses and commissions paid.

You can record details about all training delivered to sales staff (eg, selling skills, project management skills and product knowledge).   

Sales Opportunity and Bid Management

You can record details about and monitor your sales opportunities from suspect-to-prospect-to-Client.

You can record details about and monitor your bid reviews.

You can record details about all prospect company and people details.

You can plan and record all contacts made with prospects.

Bid projects are a specialty!  You can define large pre-sales projects and manage them properly.  You can record and monitor each sales opportunity's progress through its sales cycle activities.  You can record and monitor action items and issues related to the sales opportunity.

You can record details about the results of your stakeholder assessments performed on prospect staff.

You can record details about the basis of your estimates.

You can record in the document repository, the final, submitted proposal or tender as well as any addendums and clarification responses.  This allows for searching and retrieval of this material when working on subsequent bid projects.

You can record details about lessons learnt in the KnowledgeBase.

You can record details about sales enquiries.

You can record details about tenders responded to.

You can record details about quotations given and proposals submitted, including filing a soft copy in the document repository.   

Telesales Management

You can record details about scripts for telesales staff to use.

You can generate lists of people to call based on a number of different selection criteria.

You can lookup telephone numbers in a variety of ways.

You can record details about telesales contacts made as well as schedule follow-up calls.   

Click here to view a Prospect Management overview diagram.

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