Business alignment and CRM Development
Problems addressed
- Missing the market, e.g., by getting decisions too late
- Overbuild (or underbuild) capacity
- Resistance to good ideas
- CRE services are reactionary; team feels like order takers
Example Service Approach
- Define the business problem by evaluating current alignment between CRE and the Business Define the business problem by evaluating current alignment between CRE and the Business
- Measure current performance by evaluating existing CRM capabilities
- Develop interactive tool to visualize and prioritize alignment gaps
- Design improvements to the CRM program; Develop CRM Toolkit for business planning
- Implement improvements to CRM program and stakeholder outreach plan
Example Alignment Visualization Tool
- Alignment is a common point of view about what is important and how CRE is performing
- This tool visualizes a comparison of the opinions of business leaders and CRMs on a series of CRE priorities
- Gaps between opinions become conversation topics
