Skip to main content

Essential Dynamics CRM Customizations for Government Contractors

Microsoft Dynamics CRM offers a rich set of features and a data model for sales force automation and marketing activities.  Each industry (and each company) requires some configuration changes in order to make it work according to their business processes.

For government contractors, here are some of the most common customizations:
  1. Change the focus from individuals to organizations.  You are likely selling to agencies (accounts) rather than consumers (contacts).  Add the relevant fields to forms and views.  For instance, marketing list members doesn’t show the account name by default. 
  2. Define the sales process in opportunities.  Define all the steps that an opportunity goes through before becoming a contract, such as sources sought, request for information (RFI), request for proposal (RFP), down-select, orals, best and final offer, and verbal approvals.  Be sure to allow for all your proposal review steps. 
  3. Add fields to track contract vehicles and types of competition.
  4. Add your own metrics. For instance, we often track how many users a software system will have in order to calculate license costs.
  5. Update reference table values if needed, such as the reason for an opportunity loss.  Do you want to add an option to show you decided not to bid?
  6. Update dashboards to show what you really care about.  Win ratios?  Proposal activity?
  7. Decide how to add the documents which accompany an opportunity, such as solicitations, amendments and proposals.  You could store them in SharePoint, in attachments to Dynamics CRM or in other repositories.
  8. Add your bid team to the opportunity, showing the roles for each person in the proposal.
  9. Allow for teaming if you pursue contracts as a subcontractor or if you hire subcontractors.
  10. Decide how to use the Leads entity.  Do you want to start there for the sake of email marketing campaigns?  Do you prefer to build out the list of targeted accounts and contacts instead?
InfoStrat has put all these customizations and many more in its solution Dynamics CRM for Government Contractors. 

Popular posts from this blog

The DATA Act Driving Grant Management Automation

The Digital Accountability and Transparency Act enacted in May 2014 calls for making spending data available in open, standardized formats to be published online.  It is a continuation of transparency initiatives and lessons learned with experiences such as grants.gov, the 2009 economic stimulus under the Recovery Act and the spending site USASpending.gov.

Government grantees will have significant new administrative responsibilities.  Many organizations that were tracking grants in spreadsheets or documents will have to adopt more sophisticated automated grant management systems such as Microsoft Grants Manager to keep up with reporting rules.

For profit companies will lose some privacy as a result of this law.  Grant recipients will be required to disclose information including officer salaries.

Continued improvements to publishing grant opportunities such as grants.gov may make it easier to find grants. These reforms together are designed to improve the effectiveness of grant prog…

Dynamics 365 for Government Contractors (GovCon) Frequently Asked Questions (FAQ)

One of InfoStrat's most popular solutions is Dynamics 365 for Government Contractors (GovCon).



Here are some answers to frequently asked question on this solution:
Can I add new fields to the solution?  -- Yes, the solution is fully customizable and you can add your own new fields to any form, view or report.Does Dynamics 365 for GovCon work on mobile devices?  -- Yes, Microsoft offers mobile apps for all the most popular platforms including iPhone, iPad, and Android phone and tablets.Does Dynamics 365 connect with bid data systems such as Deltek and Onvia?  -- Some information services, such as Onvia, offer integration with Dynamics 365.  Others require third party solutions such as the InfoStrat integration with Deltek GovWin IQ.What do customers typically customize for their unique requirements? -- Not all contractors follow the same steps in the capture process.  Most clients will tailor the business process to add or remove steps in order to match their sales methodology.  Of…

Getting the Most from Dynamics CRM Online -- Synchronous v Asynchronous Workflows

This video shows highlights from the InfoStrat March 2015 seminar "Getting the Most Out of Dynamics CRM Online" presented by Dmitri Riz, the leader of the InfoStrat Dynamics CRM practice.  This is the second part of a series of blog posts.  The first is Benefits and Cloud Thinking.



In order to make your CRM workflows perform best, you need to understand the difference between synchronous and asynchronous workflows so you can choose which is appropriate for your applications.



Synchronous workflows are a new feature that was introduced in Dynamics CRM 2013.  Unlike asynchronous workflows which are sent to a queue, synchronous workflows execute in a single transaction. 

This means you can eliminate the need for many plug-ins which were created for previous versions of Dynamics CRM.

You may want to disable synchronous workflows during import operations, because they will could be triggered by each new record and significantly slow down the import process.