Step Five: Clarify Your Budget

Note that this is the last stage. Very often organizations begin with a budget and then ask vendors what functions they can have for that investment. It is the cause of many of the CRM implementations that fail to deliver as expected. Whilst it is too early at this stage to define a precise budget, you should be able to go to market with a range in mind. To some extent this is a function of your board’s willingness to invest, but you can help them make that decision by presenting a clear, evidence-based return on investment figure.