Client Success Story

Action Environmental

 

About the Client

Action Environmental LLC is a full-service environmental and industrial services contractor headquartered in Birmingham, Alabama. Action Environmental specializes in providing planned environmental remediation, industrial cleaning and by-product management, waste management, civil (environmental) construction, emergency response, and paint and coatings services to private sector and governmental clients. They have successfully completed thousands of turnkey projects over the past twenty years from 12 locations in the Southeastern United States. Action Environmental was referred to Templeton Solutions by a Birmingham-based CPA firm who was about to be engaged to implement a new job cost/billing system and financial management system on their behalf.

Challenge/Situation

Action Environmental was in the process of expanding organically and through acquisition but lacked a standard process to produce consistent job estimates and quotes for their clients and prospects. The company had client and job data in their branch locations in different formats, and current sales pipeline, project, and job costing information was not readily available without significant manual effort. Action Environmental needed a scalable platform for growth that was accurate, tailored to their business processes, easy to use and maintain, and readily accessible to authorized users in all of their branches.

Solution

Action Environmental wanted an integrated solution that could standardize and automate their manual and disparate professional services sales and estimating/quoting processes. The system needed to store and use the terms of client contracts, perform pricing based on multiple business rules, and allow for write-in items as the situation required. It also needed to store and use standard and customizable contract language and generate editable Word-based quotes from those estimates. The system needed to integrate with their job costing and billing system so that jobs awarded could be immediately available for time and expense capture and billing on a 24/7 basis. Action Environmental turned to Templeton Solutions to help them design and configure a CRM-based estimating solution based on CRM for Professionals™ and Microsoft Dynamics CRM Online.

Working almost entirely remote, Templeton Solutions consultants and software developers worked with Action Environmental’s decision makers to explore the capabilities of CRM for Professionals™ and Dynamics CRM and to understand the goals and business processes of Action Environmental. Using a combination of expert configuration and tailored software development, Templeton Solutions delivered a CRM-based system that relied on multiple, contextual, editable grids for complex quoting as well as a rapid quoting mechanism for emergency response purposes. With appropriate approvals, opportunities can be converted into formal, Word-based quotes and contracts for hand or email delivery. Upon client acceptance, the details of the job are integrated and set up in the job costing and financial system without need for manual intervention. Jobs with new clients are gated and reviewed prior to integration, and subsequently manually released to follow the same process. The integration process was designed and developed by Templeton Solutions, working with the job cost system vendor and implementation team.

Result

Action Environmental’s CRM system went live first, followed shortly by the financial and job costing system. Branch managers and other authorized users have the ability to access current client information, in-process and historical quotes, as well as create new opportunities and quotes as client and prospect bid requests are received. The management team has visibility into the sales pipeline and potential backlog in real time, allowing for better planning and allocation of resources.

“The Templeton Solutions team was great to work with,” said Dave Ward, President of Action Environmental. “They really took our simple vision of a quote becoming an order and that order becoming an invoice across multiple business systems and helped it become a reality. As with most projects, we made some changes in our thinking along the way and even made a couple of acquisitions during the process that significantly increased our size. The Templeton team was quick to adapt, and delivered a solution for us that will differentiate us in our industry.”