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07.30.09 Utilizing Enterprise Analysis Through CRM Tools  By Jim Berkowitz Here are several excerpts from an excellent article by Glen Brule with ESI International, Get a Handle on CRM Tools- Six Steps for Enterprise Analysis: Enterprise Analysis (EA) is a step-by-step process of identifying and analyzing potential solutions to a business need as identified by the International Institute of Business Analysis. Particularly relevant for CRM tools, EA provides a systematic, disciplined approach for tying solutions and deliverables to overall organizational objectives. Without EA at the outset, organizations deploying CRM solutions face numerous potential problems, including: • inadequate alignment of goals and services; • priority given to stakeholder demands for quick delivery rather than quality deliverables; • lack of enterprisewide collaboration; • nonstrategic, ineffective, and/or inefficient solutions; and • limited focus on examining only one solution option. Utilizing the following six steps of EA will help you to avoid these and other potential problems, while developing the optimal solution for your initiative… 1. Create and maintain the business architecture (BA) - This fundamental first step in EA captures and portrays business and technical information to drive consistency between business operations and technology systems. This four-part first step also forms a context from which potential change impacts can be understood. The four components of studying the BA are: (a) determining the scope of the BA effort;(b) planning the activities;(c) creating or updating the architectural drawing and documents; and (d) conducting a quality review of the BA components. 2. Conduct feasibility studies - In terms of decision-making, feasibility studies are critical because they produce options that represent the best choices for the organization. They help you avoid becoming overwhelmed with too many options, while ensuring thoroughness in investigating optimal solutions. 3. Define the scope of the new business opportunity - Defining the project scope is crucial in order to estimate project costs, resources, and duration. It should be organized so that the portfolio management group can recognize the full extent and size of the proposed project.
4. Prepare the business case - This will serve as an essential tool for the portfolio management team to make the best investment decisions. This is where you'll identify and quantify the benefits and costs, prepare the business case for respective target audiences, and provide process measurements. 5. Conduct the initial risk assessment - This step will help you determine whether your proposed project carries more risk than the organization can bear. The risk assessment should be updated throughout the life cycle of a project. It's also important to remember that the optimum investment may not necessarily be the project with the least risk. 6. Prepare the decision package - The decision package is a method to describe, model, and improve enterprisewide initiatives, goals, and objectives. This step involves the single-most vulnerable point for most proposed projects. The decision package must be prepared with key messages for respective stakeholders, such as: the best solution; how the conclusions were reached; explanations for solution delivery; any attendant risks, constraints, assumptions, and associated costs. Continue reading this article. About the Author: Jim Berkowitz is a seasoned executive with more than 30 years of professional services and project management experience related to Customer Relationship Management (CRM) and Financial Management (Accounting & ERP) software solutions for small, mid-sized and Fortune 500 companies. As a Sales Force Automation and CRM Consultant, Jim has assisted more then 100 companies with the design and implementation of custom CRM solutions. Mr. Berkowitz is the founder and President of CRM Mastery, Inc.; a company dedicated to serving small and mid-sized enterprises (SMEs) by offering affordable tools and guidance to help them plan for and succeed with their CRM initiatives. |
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