Skip to main content

When Government Contractors Know They Need Customer Relationship Management (CRM)



Government contractors, even those that sell high tech software solutions, are not always the first to embrace automation.   Many regard tracking the capture management (sales) process with suspicion because they recognize the importance of personal relationships and high touch sales techniques for winning government contracts.  Therefore they wait until something happens to bring the need for CRM such as Microsoft Dynamics 365 or Salesforce to the top of their priorities.

What are the top signs that you  need customer relationship management (CRM) for your government contracting company?
  1. Growth of sales people.  If you only have one or two sales people, you can get by emailing spreadsheets with a list of opportunities and notes on their status.
  2. High transaction volume.  If you are a reseller and handling a large number of small transactions, you need a system to keep track of them. 
  3. Proposal deadlines. Federal proposal deadlines are constantly changing, so you need a shared system to store all the key dates and provide notifications not only for writing proposals but for conducting internal reviews.
  4. Working with teammates. If you work on a team with other contractors, you need CRM to coordinate your efforts and track the roles of all the people at each company who are working on the opportunity.  
  5. Mergers and acquisitions. When two companies combine, you are faced with a great opportunity to change the culture of the sales organization and encourage more collaboration and sharing with sales and corporate management.  We often receive inquiries from companies that are initiating a merger and want to standardize their sales systems.
  6. Marketing and outreach. Government contractors can go for years ignoring marketing, but many eventually realize they need to use marketing techniques such as email newsletters and events to stay in touch with their customers, prospects and partners.
  7. Contract management. As a government contractor wins more contracts and projects, their contract compliance becomes more demanding.  A CRM system provides a shared view for delivery and finance as well as sales departments to track their obligations.
Once your company decides it's time for CRM, you have the opportunity to examine your business processes and introduce innovations that will make your sales team more accountable and productive. 

InfoStrat's Dynamics 365 for Government Contractors is tailored to support the business processes of government contractors, and may be tailored for the unique requirements of each government contractor. 

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.