About Les and Build12Les	  O’Hara	  is	  the	  owner	  of	  both	  a	  roofing	  and	                  “Contactually	  allo...
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Case Study - Using Relationship Management for Better Networking

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Case Study - Using Relationship Management for Better Networking

  1. 1. About Les and Build12Les  O’Hara  is  the  owner  of  both  a  roofing  and   “Contactually  allows  me  to  easily  stay  in  masonry  contrac8ng  business  and  founder  of  BUILD12,  a  contrac8ng  firm  based  in  Rolling   front  of  my  clients  and  prospects.    For  a  Meadows,  IL.    Les  has  been  in  the  remodeling  and   small  business  owner,  it’s  all  about  top  of  restora8on  business  for  nearly  20  years  and  is   mind  awareness  so  clients  will  say  to  fana8cal  about  great  customer  service.    In  addi8on   themselves  ‘Oh  yeah,  Les  is  in  the  roofing  to  contrac8ng,  he  also  started  and  manages  Players  U,  a  state-­‐of-­‐the-­‐art  sports  training  facility  for   business’  when  they’re  looking  for  a  Chicago-­‐area  athletes. contractor.    It’s  criCcal  and  Contactually   nails  it.”Before Contactually • In  the  past,  Les  largely  managed  his  follow  up  reminders  like  many  other  people:    using  his   calendar.    If  he  needed  to  follow  up  with  a  client  in  a  few  weeks,  he’d  mark  it  on  the  calendar.     PreMy  soon,  his  calendar  was  chock  full  of  reminders  that  became  nearly  impossible  to  manage. • He’d  tried  Goldmine  CRM  in  the  past  and  liked  many  of  the  features,  but  he  ul8mately  upgraded   his  team  to  Zoho  a  few  years  ago.    However,  he’s  found  he  doesn’t  really  use  Zoho  that  oPen  and   it’s  not  actually  helping  him  to  stay  in  touch  with  his  top  contacts. • Les  also  manages  about  10  other  people  that  are  responsible  for  current  and  prospec8ve  clients   at  BUILD12.    No  one  else  has  a  real  system  in  place  for  staying  in  touch  with  clients  –  most   people  just  do  follow  ups  from  memory  –  and  compliance  with  entering  contact  info  in  Zoho  has   been  low.How did Contactually help? “The  two-­‐way  sync  between   Contactually  and  Google  contacts   • APer  syncing  his  contacts  with  Contactually,  Les   is  awesome.    I  make  a  change  in   immediately  fell  in  love  with  the  daily  follow  up   reminders  on  the  dashboard.    He’s  reengaging   Contactually  and  it  shows  up  in  my   poten8al  clients  that  weren’t  top  of  mind  at  all,   iPhone!" and  in  return  he’s  staying  top  of  mind  with  them. • Les  has  also  seen  a  marked  improvement  in  how  he  manages  his  pipeline.    Each  8me  he  follows   up  with  a  prospec8ve  client,  he  gets  beMer  feedback  on  the  overall  8meline  and  amount  of  any   upcoming  deals  and  can  beMer  plan  accordingly. • Each  8me  he  logs  into  Contactually,  he  likes  to  play  the  Bucket  Game  for  a  minute  or  two  to   organize  his  contacts.    It  makes  his  follow  up  reminders  beMer  and  helps  him  think  strategically   about  how  oPen  he  should  be  engaging  each  of  his  contacts. • Allows  him  to  fully  customize  his  follow  up  reminders  and  stay  in  touch  with  everyone  in  his   network  that  maMers. See more Case Studies at http://contactually.com/stories

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