Dick Wooden SUCCESS WITH CRM CONSULTING INC., www.successwithcrm.com

Mike Hogan, Owner, Hogan Consulting

CASE STUDY: Hogan Consulting

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The Challenges

Hogan Consulting was in need of a central point of implementation that allowed for the

integration of multiple software packages. Mike Hogan was also interested in having

visibility in his sales pipeline.

In the past, Hogan Consulting had implemented their own CRM system. After receiving

inadequate support from the system’s vendor and seeing the limitations of their own

implementation, Mike Hogan realized that it was time to ‘get a grown-up CRM.’

At that point, Hogan Consulting reached out to Dick Wooden, with Success at CRM

Consulting, to help them choose and implement a robust CRM System that could meet

their growing needs.

The Solution

Dick came to Hogan Consulting and mapped out the company’s processes. He then

used the information to create new efficiencies and alignment within the sales team, and

throughout the enterprise.

For example, Dick found some redundant processes at a particular point in Hogan’s

sales cycle. At this juncture, new customers need to register with Hogan’s vendor-

partners. He created a method to reduce the number of emails required to complete the

process by 40 percent.

With the implementation of Infor CRM (formerly Saleslogix), Hogan Consulting was able

to get their sales people on the same page, working the same way.

Improved Efficiency Creates Better Outcomes

In addition to improving the effectiveness of their sales process, Hogan Consulting was

able to manage their engineering delivery team with more precision than would have

been possible without the implementation of their new CRM.

Because of the visibility they now have in their entire pipeline, staff members can

manage projects with accuracy. At any point in the cycle, sales staff, and others can see

how many hours have been forecasted, and which engineers have been committed to

projects.

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This enables the team to predict and schedule projects accurately. This visibility within

the pipeline has helped Hogan Consulting become much more responsive to the needs

of their customers.

Better visibility throughout the organization

Their vendors are also able to schedule their production more efficiently because Hogan

Consulting can create reports that show what orders are pending.

Hogan Consulting was not only able to provide centralized prospect and customer

management but also able to create a system for quote and sales opportunity

management that raised their level of visibility and professionalism. For instance, they

can view related quotes from Quote Werks to each sales opportunity for sales

forecasting.

Additionally they can see each customer’s related sales history, Accounts Receivable

aging and open invoices from Quick Books accounting system- providing a holistic view

of each client’s account. Management dashboards are used to provide insights into the

sales opportunity management of the business that measure account management,

won/lost sales and open opportunities by estimated close date.

The Value

● “Getting to know our business is Dick’s greatest strength,” states owner, Mike

Hogan.

● Dick is very accessible, responsive, and sincere. “It’s just as easy as an email,

and he’ll work it in for us!” says Mike.

● “We know we can lean on Success With CRM to find a way to support and

accomplish whatever is needed.”

● “Dick is CRM implementation and customer support expert!” exclaims Mike

Hogan.

● “Our CRM system gives us the ability to see sales opportunities, and do a better

job tracking and forecasting for our projects.”

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Testimonial

“We chose Saleslogix (now Infor CRM) because Dick has more of a personal touch and,

coming from the consulting world himself, he understands our company better. Dick

digs deeper to get a good understanding of what and why we’re doing what we’re

doing.”

About Hogan Consulting

Headquartered in Chesterton, Indiana, with offices located throughout the Midwest, Hogan

Consulting Group (Hogan), is a leading provider of virtualization and cloud strategies. Our

solutions improve business agility and boost user productivity with secure, seamless remote

access to apps and desktops from anywhere the user desires; regardless of device.

Website: http://www.hogancg.com/

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About Success With CRM

Taking small and medium sized businesses to new heights

Success with CRM Consulting implements fully adaptable and customizable CRM systems that

capture knowledge easily, return new insights, to allow businesses to make better decisions

faster.

We help our clients achieve sustained sales and customer service success by increasing

revenue from their existing customers and identifying and winning new 'ideal' customers in a

cost-effective way.

We take a personalized approach and will explain how your business can properly select,

implement and support your Infor CRM or Act! contact management system to receive a high

return on your investment

Visit us on the web at: www.SuccessWithCRM.com

Contact: Dick Wooden, President Success with CRM Consulting Inc.

www.SuccessWithCRM.com 269-445-3001 Dick@SuccessWithCRM.com