Making a Business case for a new CRM
Getting buy-in from trustees and colleagues can be difficult when it comes to selecting a new CRM. Everyone needs to be on the same page, and in some cases, you aren’t even reading from the same book. The best way to understand others’ needs and to appeal to them is by putting yourself in their position.
Once you’ve done this, you’ll have a good understanding of what you and your other stakeholders need. Now is the time to make a solid case for it. First and foremost, you must stick to your objectives. It may sound obvious, but this is easily overlooked once you’re down into the detail of software functionality! In this infographic, we explore the three main challenges when it comes to investing in technology: Data migration, managing cost and achieving buy-in from your board.
Staying laser-focused on your non-profit’s mission is the best way to keep the interest of your senior colleagues and trustees. Think about your key stakeholders and what’s in it for them. What do they stand to gain from a new CRM solution? What about your trustees? What are their drivers and objectives? With any new purchase, the return on investment (ROI) will rightly be scrutinised. In order to keep your project on track, you’ll need to be able to effectively answer any questions that your CEO, trustees and others will have regarding the value of your new investment.
A good vendor will take you through a fully consultative sales process and help you demonstrate how the solution achieves a positive ROI for your organisation. At this point, you should be asking for references to build a clear picture of how the potential technology partner has helped non-profits that are similar to yours.
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