Practical writing for consultancies, systems integrators and technology partners who grow by knowing their clients better than anyone else.
A practical guide to choosing a CRM for a consultancy — how transactional CRMs and relationship intelligence platforms compare, and what to insist on in your evaluation.
Technology partners are the second most important relationship graph in a services firm — and the least well managed. Here's what partner intelligence looks like when it works.
Salesforce and HubSpot were built for transactional sales. Consultancies buy them and hate them for the same six reasons. Here's what a CRM for a consultancy actually needs to do.
CRM data has been dirty for thirty years for one reason — humans had to type it. AI changes the economics. Here's how, and where it still needs supervision.
Every CRM now claims to be an AI CRM. Here's a plain-English look at what those tools genuinely automate today, what they don't, and how to tell the two apart.
A field-tested layout for a customer health dashboard — the four zones, the metrics, and the anti-patterns that make executives ignore the page.
A copy-and-adapt customer health score template — the five components, the weights, the formulas, and the sensible defaults that survive contact with real accounts.
What a customer health score is, why the naive versions fail, and how to design one that actually predicts churn and expansion in a services business.
How to build a working map of executive relationships across your firm — and use it to shorten sales cycles, protect renewals and surface warm paths into new logos.
A buyer's checklist for relationship mapping tools — what to look for, what to ignore, and how to tell demo-ware from software that actually changes how deals close.
Board and C-suite relationships are the ones that actually close deals — and the ones your CRM knows least about. Here's a practical way to close the gap.
Traditional CRMs record activity after the fact. Relationship intelligence infers the truth from the conversations themselves. Here's what changes.
A plain-English guide to relationship intelligence platforms — what they do, how they differ from a CRM, and when a services firm actually needs one.