Affiliated Helps Corna Kokosing Drive New Business Opportunities, Save Time And Resources, With Microsoft Dynamics CRM

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Corna

Summary

Corna Kokosing is a leading general contracting and construction management firm for manufacturing, health care, education and retail segments. Its $1.3-billion parent company, Kokosing, focuses on heavy industrial projects. Headquartered in Westerville just outside Columbus, Corna Kokosing was recently named the Best Contractor by the Columbus CEO magazine for the sixth time.

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Challenge

Even though Corna Kokosing has risen to become one of the largest self-performing contractor in Ohio, the Corna sales team has struggled with CRM technology – specifically, with managing customer interactions, scheduling and mobility. When they were out on a sales call, for instance, sales reps would have to jot down details in a notebook or tablet and then return to the office or home to use their personal computer to log in the notes, or update calendar schedules in Outlook.

Enter the Affiliated Team

CRM had been a long and winding road at Corna Kokosing. In Vincent’s sales division alone, they had to abandon an early version of Microsoft CRM five years ago for a mandated industry CRM solution, which failed badly after two years. To get back on track then and for the recent Microsoft update, Vincent turned to long-time, trusted vendor, Affiliated.

Over extended discussions, the Affiliated team showed Vincent how Microsoft Dynamics CRM 2016 could change the way they do business. “It opened our eyes, because we realized what we could be doing to enhance productivity and drive business,” he said.

Rapid, Smooth Implementation

Affiliated completed the implementation of Microsoft CRM over a weekend, ahead of schedule. Vincent’s sales and marketing teams had been forewarned that the system might be down the following Monday. But a rapid, trouble-free launch gave his team access to a fully functioning CRM on Sunday afternoon, when Vincent began working with Affiliated to customize it. “It went very smoothly, exceeding our expectations,” he recalled.

Gaining a Competative Edge

Since the launch — and as promised by Affiliated — Microsoft CRM 2016 has dramatically improved the way the sales team interacts with client-owners and prospects, as well as their own project management teams.

Take mobility. In past CRMs, there was no mobile app and no connectivity with fast 4G phones and tablets. But with the all-new workspace mobility app in Microsoft CRM 2016, Vincent’s sales reps save hours daily on re-entering notes from meetings on the road. They can sync common tasks quickly and view essential data in graphic snapshots. They also can manage quotes, leads, invoices, schedule meetings and track new opportunities from the mobile CRM app – saving the 10-member team as much as 150 hours a week.

Moreover, the entire team and administrators are kept up-to-date in a real-time loop. “More than a time-saving tool, this CRM software has made us a more informed sales team,” Vincent said. “We don’t have to wait until weekly briefings to see how a meeting went with a client. That’s important. Because if I run into an owner or prospect, I know every detail of the last interaction with them. They always feel like a top priority with us—and that’s a real competitive advantage.

User-Friendly Customization

From Vincent’s perspective, the best part after going live has been using the Affiliated team as an ongoing resource to customize the CRM tool with “new and cool things,” he said. “This software is extremely adaptive and user-friendly. Affiliated has taught me how to do a lot of the customization myself, but if I ever have a question, they are always there for us.”
Currently, Vincent is working with Affiliated on using Microsoft CRM 2016 to integrate disparate databases of all past construction projects. “When all the details of past projects are at our fingertips, that’ll make us a much stronger sales force. We’re excited about the potential,” he said.

About Affiliated

Since 1993, Affiliated has been helping growing and midmarket organizations identify, evaluate and implement technological solutions to improve operational efficiency and increase revenue. As a member of the Microsoft® Partner Network certified in both Microsoft Platform and Microsoft Dynamics CRM solutions, as well as a VMware Enterprise Solution Partner, Affiliated specializes in providing complete technology solutions including both software and services to organizations in multiple industries including distribution, manufacturing, health care, professional services, government, and not-for-profits.

Learn more about how Affiliated can benefit your business.

Call: 614.889.6555 or 800.626.3223
Email: info@aresgrp.com
Visit: www.aresgrp.com

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"Affiliated goes above and beyond in providing personal attention and support. Their guidance with CRM has shown us ways we never imagined to become more productive and better serve our clients.”

- Mitch Vincent, Director of Business Development, Corna Kokosing

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Challenge

A large general contractor and construction management firm in Central Ohio wanted to streamline communications between its sales, marketing and project management teams in order to better serve clientowners and drive new business opportunities.

Solution

Affiliated implemented Microsoft Dynamics CRM 2016, and provided software customization services, staff training and ongoing support.

Benefits

Gain more time to spend with clients and prospects and less time on administrative tasks; simplified the recording of field notes and scheduling for mobile users, resulting in time and labor savings; optimized sales and construction management efforts with centralized data system.

Key solutions and services


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"Having Affiliated Implement our Microsoft Dynamics CRM 2016 has made us a more informed sales team. We are all on the same page; it has made us a much stronger competitor."

- Mitch Vincent, Director of Business Development, Corna Kokosing

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