Cosential and Wieland Construction Case Study: Enhancing Accountability Through CRM Sophistication In nearly every industry, client acquisition is what drives revenue and growth. The same can be said for those in the AEC industry, but the process is different. Instead of offering a product or repeatable service, the AEC industry bids to complete future projects. While the personal relationships may be similar to traditional sales, management of the process can be quite different. Because of this, members of the AEC industry function best when their customer relationship management (CRM) software is designed specifically for the unique needs of businesses in this sector. All of our BDM (Business Devel- opment Managers) are required to code activity using the phone log procedure and I

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