Salesforce for consulting firms

Where we fit

Consulting firms sell through relationships and referrals, over long cycles, to a handful of decision makers per account. The data problem is that proposals, introductions and account history are scattered, so the firm cannot see which relationships are warm or which referral sources actually turn into work.

How we approach it

The right starting point depends on the systems you already have and where the gap is. Typical work in this sector:

• Pipeline and proposals. Opportunities and proposals tracked in Sales Cloud, so the firm can see what is out, what has stalled and what has been won.
• Referral tracking. Recording who introduced each opportunity, so the firm knows which relationships and partners produce real work.
• Account relationships. Every contact, meeting and past engagement on the account record, so a new consultant can pick up a relationship without starting over.
• Nurture, sized to the firm. The right marketing tool depends on your volume, channels and licensing. For some firms that is Marketing Cloud Engagement; for others a lighter approach fits better. We recommend based on your requirements, not a default.

Starting point

A 30-minute discovery call. We will look at where your Salesforce and data stand today, tell you honestly whether this is work we are the right people for, and name the two or three fastest wins we can see.

Common questions

How should a consulting firm track referrals in Salesforce?

Record who introduced each opportunity on the opportunity itself, so reports can show which relationships and partners actually turn into won work. It is a small amount of discipline at entry that changes where business development time goes.

Can Salesforce show us which proposals have stalled?

Yes. Tracking opportunities and proposals in Sales Cloud by stage and date lets the firm see what is out, what has gone quiet and what has been won, instead of reconstructing it from inboxes at the end of the quarter.

Is Marketing Cloud Engagement too much for a consulting firm?

It depends on your volume, channels and licensing. For some firms Marketing Cloud Engagement is the right nurture tool; for others a lighter approach fits better. We will tell you which applies to you rather than defaulting to the biggest option.

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