Hogan Consulting sought to enhance their sales process and visibility by implementing a robust CRM system following dissatisfaction with their previous setup. Working with Dick Wooden of Success with CRM, they introduced Infor CRM, resulting in improved efficiency, better project management, and enhanced customer response times. The implementation allowed for centralized management of quotes, opportunities, and customer histories, ultimately transforming Hogan Consulting's operations.

1. 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