Salesforce for Construction Companies Case Study

  • October 11, 2022
  • Girikon
Background

The client approached Girikon to help integrate their organisation with an existing instance of Salesforce Sales Cloud. The client chose to partner with Girikon due to the organisation’s experience of working with building service companies. Girikon’s proven track record raised the confidence of the client that Girikon could deliver a product consistent with their need. Besides, Girikon also utilised the hybrid agile process so that the client could provide feedback on the work, which saved time and kept the project within the scope of the client’s vision. Having both onshore and offshore capabilities, Girikon could provide quality service at a highly competitive price and support during and outside business hours. Operating in the building services sector, the client was required to get their instance of Salesforce operational within a short period of time, which could be easily achieved due to Girikon’s wealth of experience in Quick Start projects.

About the client

The client is an integrated property solutions company focusing on three core areas: facility management & property maintenance, remedial building services, and commercial interiors & refurbishment projects. 

The client has over three decades of experience in providing property development, end-to-end construction, and integrated property services across the Australian residential and commercial property sectors. With extensive experience across several industry sectors, the client’s teams are committed to exceeding the expectation of their customers.

The client had earlier partnered with a different Salesforce partner to implement Salesforce. However, the instance implemented by the previous partner failed to meet the best practice requirements, or satisfy all their business requirements. As a result, the client decided to take the next steps in optimising their teams’ ability to capture and track their lead/opportunity progression in the sales funnel. To do this, the client asked Girikon to be their trusted advisor and educate them on Salesforce for Construction Industry’s best practices. 

The Problem

During the discovery phase of the project, Girikon could identify the following problems:

  • The client needed the instance of Salesforce operational within a short period. 
  • Some data existed in Salesforce, but there were still historical data to be cleaned up and migrated into Salesforce. 
  • On the existing instance of Salesforce, employees found it difficult to collaborate and work on an opportunity.
  • It was impossible to capture all the required information in the lead object.
  • Data were stored on multiple data management systems with no clarity on the location of records. 
  • When leads became opportunities, data had to be entered manually from the lead object. 
The solution

Girikon provided the client with a Quick Start Solution, which allowed them to begin using Salesforce for their business in just a few weeks. 

Salesforce Setup and Implementation: 

  • Setup of company profile 
  • User creation and custom profile setup 
  • Setting up role hierarchy
  • Defining access to objects, fields, etc., for different profiles

Lead management: 

  • Creation of a web-to-lead form 
  • Creation of custom fields
  • Customisation of page layout
  • Duplicate and matching rule 
  • Ability to manually convert leads

Contact Management: 

  • Creation of custom fields   
  • Duplicate and matching rules  
  • Creation of validation rules
  • Customisation of page layout

Account Management:  

  • Creation of custom fields 
  • Creation of custom record type   
  • Duplicate and matching rules  
  • Creation of validation rules
  • Customisation of page layout

Opportunity Management:

  • Creation of custom fields   
  • Duplicate and matching rules  
  • Creation of validation rules  
  • Customisation of page layout  
  • Customisation of forecast categories 

Data Migration:

  • Processing of raw data 
  • Migration of historical data

Reports and Dashboards:

  • Creation of reports based on data in opportunity  
  • Creation and implementation of a consolidated dashboard

Configuration of Outlook with Einstein:

  • The automatic sync of: 
    • Emails
    • Contact records
    • Calendar events from Outlook and into Salesforce.
  • Ability to create and edit records from Salesforce
The Outcome

The existing instance of Salesforce was improved by Girikon over a few weeks. The final product delivered by Girikon helped the client to capture all information relevant to a lead, opportunity, contact, and account within Salesforce, thus allowing Salesforce to act as the source of truth. Having one source of truth, the client started to get a clearer view on where projects were currently sitting in the pipeline. The client’s raw data were also migrated into Salesforce after data wrangling was conducted by Girikon.

Salesforce optimisation also allowed the client to convert a lead into an opportunity, contact, and account automatically, which drastically reduced the amount of manual data entry that already existed within Salesforce. The time and resources saved could be redistributed to more pressing activities within the organisation. 

Besides, the integration of Salesforce to Office365 enabled the client’s team to create and edit contact records from Office365 to Salesforce. Last but not least, team members could now share records and collaborate more effectively in Outlook.

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