The challenge
- Off-the-shelf CRMs assume short, linear sales cycles and a single contact per deal.
- Construction opportunities involve many parties — builders, architects, subcontractors, suppliers — across one site.
- Quotes get revised repeatedly, and the revision history matters commercially.
What we did
- Ran discovery with sales and operations staff to map how work is really won, not how a CRM vendor assumes it is.
- Modelled sites, companies and contacts as distinct linked entities rather than flattening them into one contact record.
- Built quoting with full revision history so any version can be recovered and compared.
- Designed stage gates around tender and approval milestones specific to construction.
Where it stands
- Sales activity tracked in one system instead of spreadsheets and inboxes.
- Quote revisions kept with a full, auditable history.
- Reporting aligned to construction stage gates rather than generic pipeline stages.