Daniel Esquivel
Marketing Specialist and Business Development
About Agate Constrution
BFL Construction is a premier Arizona-based general contractor with over 52 years of experience delivering high-quality construction services throughout the state. Founded in 1973 and headquartered in Tucson, we specialize in a wide range of markets including healthcare, municipal, education, commercial, industrial and private development.
How did BFL manage Business Development before implementing a CRM?
Prior to implementing Kiese, BFL’s business development efforts involved the use of several excel files as well as email to manage contacts, client touch points, and project pursuits.
What were some of the pain points you were experiencing?
Some of the pain points we were experiencing included:
- The process was messy as information lived in many different locations.
- It was inefficient as there was not a good way to know who had contacted who already and what information they knew.
- It was siloed as the BD team and estimating team worked in separate excel files making it difficult to know who is pursuing what.
- We could not tap into the analytics side of the process since data was not in one location.
Why did BFL choose to implement the Kiese CRM?
BFL knew that it needed a platform that focused specifically in helping construction companies manage their BD process, but one that could be customized to meet their exact needs. After learning about Kiese and doing a demo, BFL decided to implement Kiese and this was the first platform that they saw could solve their problems in the exact way that they needed it.
How is BFL using Kiese to manage BD?
We are using Kiese for:
- Managing our pursuits whether they are pursuits that the estimating team is working on, or RFPs and RFQ’s being worked on by the BD and Marketing team.
- Client outreach and follow up.
- Gaining a better understanding of our market segments and which ones we are stronger in.
- Proposal De-Briefing
What Benefits are they experiencing?
Kiese is flexible and allows us to tailor it to our workflow, and allows us to track our clients and proposals in a much higher level. It also helps us not to miss opportunities as we are able to see all of the information in one single place. This allows us to deal with our clients in a much more detailed way. We can never go back to the way that we did things before.
To learn more about BFL Construction and to get in contact with them, visit their website: https://bflconstruction.com/
