Multiple accounts or players with one opportunity

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BrunoT

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Outlook version
Outlook 2010 32 bit
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Exchange Server
First of all, thanks for this forum. It has been a great read so far and have found some great info.

So here is my first challenge:

I am in sales/account management in the commercial construction industry (primarily commercial real estate, school districts, universities etc..) Our market penetration is accomplished by the following three channels:

1. Owner influence (such as a new office building or a new dorm for university or new high school etc...) So we track owner's capital budgets to find out about upcoming opportunities, etc... Value propositions happen at this level.

2. Architect/Engineer influence. This is where the real 'selling' happens for our products/services. We try to get our products specified for the construction project at this point.

3. Contractor purchase. At this point of the process, the contractor will buy goods and services they need for the project. When specified by the arch/engineer, close rate is between 75-85%. This is where we get paid for our efforts. Most contractors will purchase the specified equipment due to liability etc...

So using BCM 2010 I would like to enter an opportunity and be able to link the owner, arch/eng, and contractor to the same opportunity. Is this possible? Currently I ahve my accounts set up as individual tabs under accounts, owner, engineer, contractor. I was thinking of modifying the opportunity form so that I could add each 'type' of account on the opportunity. Or should I just make a new project for each opportunity and then link them? But then I lose the ability to use the sales stages and dashboard.

And my second challenge:

Many of my sales calls are face to face in lieu of phone conversations. I would like to add a history item for these types of calls. Is there a way to add additional items to the history items list? If not, where would be a good place to keep track of these type of sales calls?

Thanks for your help in advance and I look forward to your suggestions and solutions.

Bruno
 

remco_p

Member
Outlook version
Outlook 2010 32 bit
Email Account
To your first challenge:

I think the best would be if you add a new field to your opportunities. Be sure to set the datatype to "relationships". You can then select the tab you want to select from.....for example arch/eng or contractor.

Of course there already is the possibility in the opportunities record to select the "assigned to" field and a "link to" field, but with these steps I specified you can add such a field.

To your second challenge:

I don't completely get it I think.....you can just add them as Phone logs, can't you?
 
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