Client Success Story
About the Client
GBQ Partners LLC, a CPA and advisory firm with more than 140 personnel, is based in Columbus, Ohio, and has offices in Indiana, New York and Pennsylvania.
GBQ’s growth was putting a strain on their legacy CRM/contact management and document management system. Their paper-based client engagement acceptance process was slowing engagement setup and service delivery. They desired to actively cross-sell services into existing clients but their sales processes across practice groups were not consistent, making pipeline forecasting difficult. They were ready to move from a blast email service to an online marketing platform fed by prospect and client intelligence but their existing client- and prospect-related communications were hindered by a lack of tools for staff to document network and client interactions.
After performing a selection process to review major CRM and document management packages and implementation firms, GBQ selected CRM for Professionals™, built on Microsoft Dynamics® CRM integrated with Microsoft SharePoint® and Act-On for marketing automation. To ensure a smooth implementation and firm adoption, they formed a team of marketing, finance, IT and practice area stakeholders to drive decision making. Templeton Solutions converted and migrated active prospect, client, contact records and marketing lists along with nearly two million documents. GBQ’s configuration incorporated client engagement acceptance process into the CRM opportunity process.
GBQ now has a single, compliance-friendly database accessible across the organization, by all staff at all levels. The firm now has access to better data and information: elimination of data silos, improved consistency of data entry and integrated access to data across multiple departments. Enhanced reporting capabilities lead to increased cross-sell opportunities. Client documents are accessible from within CRM or SharePoint and all information is easily accessed from within Outlook which has increased adoption and usage.