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cndh jfri

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on 6 December 2015

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Transcript of cndh jfri

Group 4
KMS Software : CRM For Construction Professional
Founder and Operation Director's Of KMS
Dr. Jonas Dahlvist
Time Line
KMS
Background

Customer Relation
Management (CRM)

Business SWOT
Analysis

KMS Marketing Plan VS
Tradisional Marketing Plan

Marketing Plan
Analysis

Recommendation
Conclusion
1990
Early 1990s
2005
2006
2009
Its founder, Dr Jones establish KMS
Providing sales software to the engineering sector
First product, called
"Market-Base"
KMS approached by manufacturing companies - involved in construction industry
Complex sales process, multiples bits and numerous revision
Market-Base product
didn't
do effectively
Jones saw this as an opportunity, create new product named
"Project-Base"
Project-Base took over as lead product and Market-Base was soon
drop
This strategic decision, company focus on the construction industry
Sales tools - sales and marketing software, and than into Customer Relation Management (CRM)
Microsoft
was entering the CRM marketplace
Customer, prospect and the internet
Directors perceived as a
competitive threat
Directors had change their mind and reclassified the Microsoft offering as a
market opportunity
Microsoft operates a partner network, allow KMS to customise product
KMS build solution around Microsoft Dynamic CRM product, called
"Project-CRM"
KMS attained Microsoft Gold Certified Partner -
highest
level certification offer by Microsoft
KMS mission:

"To be the construction industry's first choice for CRM System, by supplying superior products, service and support that empower construction professionals to achieve more"
KMS Software : CRM For Construction Professionals
KMS VISION
“KMS Software, what every construction professional wants”
KMS MISSION
"To be the construction industry’s first choice for CRM Systems, by supplying superior products, service and support, that empowers construction professionals to achieve more"
”Not only is KMS 100% in tune with the industry’s needs and working requirements but being a wholly independent organisation, KMS is able to retain the rapid response and product development necessary to serve the ever changing face of the construction industry”
KMS’s PRODUCT & SERVICES
KMS Project-CRM For Contractors
KMS Project-CRM For Manufacturer
What is CRM?
Efficient processes for managing attractive, multi-stage construction projects
Integration with database
CRM software represents a new way for the construction industry to manage getting work and tracking customers
Tackle the challenges posed by direct and indirect sales
The benefits of standardizing an organization’s sales process and gaining insight into all aspects of the bidding process can provide a real and immediate return on investment
Gain a competitive advantage using the graphical relationship network
Importance of CRM in Construction Industry

Built up a very healthy customer base
Very versatile in changing demands of customer
Can respond quickly to market opportunities & threats
All staff engage with customer every day
Ad hoc marketing strategy
There has not been a fixed marketing plan @ formal marketing processes
Marketing activities on a ‘suck it” & “see” basis
Director would not identify marketing audit @external analysis
CRM system
Proactive and responsive
More service-led
Microsoft operates a partner network
All staff know what competitors are doing
Director work as a close team
Microsoft entering CRM marketplace on 2005.
Challenging market condition and in the construction market
Formal & Informal Marketing Plan
Successor
Must be within the circle of thrust
Due to informality

Redundancy of job scope
Absentee can be replaceable
BUSINESS CONTINUITY PLAN
(BCP)
Conclusion
Good leadership - strategic decision
Join business in software developement
Changed to construction industry
Reclassified Microsoft as market opportunity
No formal marketing plan
Dynamic
High rate of production
KMS
OWNER
Construction
Company
Sub
Con
Sub
Con
CRM Software
Supply
Chain
Bidding
Tracking Project
Create Tender
Review
New Request
KMS MARKETING PLAN PROCESS
Marketing strategy at KMS is seen to evolve in an ad hoc yet dynamic way.
Ad hoc – It generally signifies a solution designed for a specific problem or task, non-generalizable, and not intended to be able to be adapted to other purposes.
NO formal marketing department; instead marketing and sales activities are interwoven.
‘suck it and see’. It means to try something that you have not done before to discover what it is like or wether it will successful.
Traditional Marketing Strategy
VS
KMS Marketing Plan
PEST Analysis
The PEST analysis is a useful tool for understanding market growth or decline, and as such the position, potential and direction for a business.

A PEST analysis is a business measurement tool. PEST is an acronym for Political, Economic, Social and Technological factors, which are used to assess the market for a business or organizational unit.
PEST Analysis
Full transcript