NRM How Do I Do It?

Last week I introduced the concept of  Network Relationship Management.  This week I want to present you with a list of tools you can use to help accomplish this important task.

Many different versions of contact management software exist from the super expensive enterprise versions like Siebel to the PC based ACT, Access (which I used to use) or Goldmine.  The latest version of MS Office also has a contact management component.   Some folks even use Excel as a quick and dirty way to manage their network contacts.

Some free versions of software are available such as Salesforce.com and Sugar CRM.  Sugar is a open source product, some folks avoid open source due to perceived virus issues or malware.  On the other hand I know of some who swear by open source software, so make your own choice.

I personally have adopted Salesforce.com as I’ve had previous experience with this solution while at Garlock and it is web based allowing me to access it from any PC.   Lets also not forget that no software is required, so no install hassle, no uninstall hassle, no worries regarding disk space.

One feature of the Salesforce  solution I absolutely love is the “request update” function. By the click of a button you can send a single email to a single contact or a mass email to all your contacts which asks them if the information you have on file for them is correct. It shows them all the contact info you have and allows them to either confirm it is correct or make changes. The system then returns an email to you with a message stating all is correct or indicates what changes were made. Making changes is as easy as clicking the “accept changes” button.  This tool can greatly reduce your account maintenance time.

You can tell I am partial to the Salesforce solution but no matter which solution you select you must be diligent in managing your network. Here are some simple things to remember:

1. Identify” high value” contacts –  its better to drill ten 100ft wells than 100, 10ft wells
2. Organize your contact information utilizing an easy to enter/easy to retrieve system similar to solutions noted above
3. Keep information for all contacts regularly updated
4. Ping often, every 60-90 days or so (be interesting and memorable)
5. Keep records of past conversations and touch points, these could develop into a lead over time but if you don’t track you wont know it
6. Give back

I developed a LinkedIn poll for those of you in the local Rochester area regarding the salesforce solution, please take 10 seconds to answer this simple question.

Until next week….