The power of relationship marketing
Developing long term relationships with clients is of crucial importance to all businesses. However many practices become ‘stuck’ providing the same service to their clients year after year. The real challenge is to evolve from a single transactional relationship to one with an emphasis on customer retention, satisfaction, and lifetime customer value.
Analytics and reporting is an essential element to business success, without it business leaders are prone to make assumptions based on an emotion or a feeling. Analysing historic and live data places leaders at the front of the curve and gives a deep insight into the data.
The Client Engagement Matrix is one of many reports that can be produced within IRIS CRM. This powerful and informative visual interface helps identify the white space and gaps in the services clients take from a business.
The easy way to upsell services to clients
IRIS CRM collects the fee data from Time & Fees on a nightly basis, providing CRM with up-to-date fee data on each service line. From this report it’s possible to identify the total Gross Recurring Fee (GRF) per client. The report is also capable of filtering across client grades if selected.
With this valuable insight readily available it’s possible to deliver personalised, targeted email campaigns to clients with pin point accuracy, creating new sales opportunities and informing clients of valuable services they are missing.
Another benefit of the Client Engagement Matrix data is the high and low performing fee analysis. The report highlights average service line values which can be compared against other firms or across industry sectors.
The Client Engagement Matrix helps business leaders to make more informed decisions, target the ‘underperforming’ clients and service lines allowing for speedy resolution. It can:
• Analyse data across all elements of your business
• Trigger campaigns directly from reports
• Identify gaps and weak points in your business and service
• Plan for the future and respond to changing events, fast!
• Provide instant data reporting… No time-consuming data-mining involved
Ill informed decisions can have a negative impact to a business with serious consequences to finances, reputation and future growth. IRIS CRM allows business leaders to collate meaningful information, make better informed decisions and take steps to successfully develop their business.