Baucore

Use Cases for Project Lead

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Project Lead helps ensure that sales reps only work on the projects that are relevant to your business. It helps you avoid working on projects that may duplicate an existing Project — since a project can’t be easily identified by its name alone, it’s necessary to check for possible duplicates on the map. It also helps ensure you only work with projects where the decision makers are already your fans, for a higher conversion rate and more efficient use of rep time.

Example

Tim is a sales rep for Building Inc, responsible for the Austrian accounts, including several architects, processors, and dealers in that area. One day he speaks with Simon, an architect in his area, and learns that a new Hilton hotel at Munich Airport is expected to start in about six months. Tim records this valuable information in Baucore as a Project Lead.

Several months later, Max — also a sales rep for Building Inc, responsible for the Munich area — is contacted by one of his customers, a processor from the Munich area. Max learns that his customer is participating in a tender for a hotel at Munich Airport, so he creates a new Project Lead in Baucore.

The story continues as multiple other companies contact Building Inc for quotes or product information on this same project.

Cindy, who works in Building Inc’s back office, is responsible for making sure everyone in the company works on projects with a high conversion rate — including making sure there are no duplicate Projects. Looking at the Project Lead Tim created, she sees that its status is green, meaning:

  1. Building Inc products are highly suitable for the project.
  2. The current available stakeholders are fans of Building Inc.

So Cindy decides to convert this Project Lead to a Project.

She also sees other Project Leads created by her colleagues, including Max’s. That Project Lead’s status is also green, so she goes to convert it too — but this time, she notices on the map, during the conversion process, that there’s already another Project in the same area. So instead of creating a duplicate, she converts Max’s Project Lead into the existing Project.

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