How do you become a technology winner? Ask the right questions.
This article by McKinsey & Company does an excellent job of spelling out the "do-or-die questions boards should ask about technology." Is your board engaged in your technology decisions? We have noticed in our sales experience that while the board has ultimate veto power, they are rarely active in the CRM evaluation process. Depending on the structure of the AEC firm, the CRM decision-makers may vary from Marketing to Business Development to IT to Owners or a combination thereof. No matter who adopts this role, we suggest they review this article for a more thorough assessment of their technology strategy and requirements.