naked crm iain pritchard - adapta consulting. iain pritchard adapta consulting
TRANSCRIPT
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Naked CRM
Iain Pritchard - Adapta Consulting
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Iain PritchardAdapta Consulting
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Adapta Consulting
We are:– A specialist information systems consultancy– We only work with membership organisations,
charities, associations, trusts and others in the NfP sector
– We are completely supplier-independent– Our consultants have held senior positions in a
broad range of different organisations– Our advice and guidance is based on practical
experience gained over many years.
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Programme for the session1. The state of the market
A brief overview of CRM software and suppliers in the sector
2.
3.
Some discussion…
Recipes for CRM success (and failure)Approaches to selecting CRM software and suppliers
4. Some more discussion
5. Close
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The state of the market
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SodilitaS
The state of the market
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http://www.adaptaconsulting.co.uk/adapta-knowledge
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Packages and Platforms – a history
Bureaux; Bespoke; Packages; Platforms; New technology..?
1985 - 1999 2000 - 2012 2013 -
• Wide range of options• Bureaux, bespoke and small
packages popular
• Acquisitions and consolidations• Platforms becoming increasingly
popular
• More acquisitions?• Platform rationalisation?• New concepts…?
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Packages and Platforms – a history
PackagesPlatforms
2013 -
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Package or platform?
Platforms
Size and type of organisation
Packages
Platforms
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Some discussion
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Thoughts toward successful CRM
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What does failure look like?
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Unfortunately, throwing money at the problem doesn’t help..
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…nor does a team of lawyers and a watertight contract
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What about a “sound methodology”…?
Bus. Case Req’ts
ITT Select
Impl.Spec’ Contract
Sign off Spec’
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False comfort...
Senior managers and trustees like the traditional approaches because they are:
• Staged• Requirements-driven• Proven• Robust• Safe• Respected• Recognisable
But traditional approaches to software procurement often fail because:
• Users often don’t know what they want until they’ve seen it
• Departments sometimes don’t talk to each other effectively
• Language does not clarify enough• Formality excludes supplier & their
ideas• Prescriptive ITT may inhibit
flexibility / flexible solutions• It is difficult to “test drive” working
with the supplier
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Roles & Responsibilities(how we organise ourselves and our behaviour)
Information Technology(the technology and associated systems we rely on)
Business Processes(what we do, our focus and our culture)
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Adaptive approach
Business case and key processes
Prototyping Specification and contract
Expressions of interest and initial presentations
Requirements document
Short listLong list Selection
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Some more discussion
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About Adapta Consulting
Adapta is:
• A specialist information systems consultancy
• We only work with membership organisations, charities, associations, trusts and others in the NfP sector
• We are completely supplier-independent
• Our consultants have held senior positions in a broad range of different organisations
• Our advice and guidance is based on practical experience gained over many years.
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For more information, contact us at:
2 Old College Court, 29 Priory Street, Ware, Hertfordshire, SG12 0DE
020 7250 4788
www.adaptaconsulting.co.uk
Thank you for taking part