What is CRM?

CRM (Customer Relationship Management)

Imagine CRM as your blueprint binder 🗂️ — it keeps track of all the people, companies, and projects you’re bidding or working on, so nothing falls through the cracks.

Lead 🏗️

• A lead is like a new project inquiry.

• Example: Michael Johnson fills out a form asking for railing estimates on a new office tower in Dallas.

• You don’t yet know if he has budget, timeline, or is serious — you just know there’s potential.

• Goal: Qualify the lead (like checking if the site has permits and funding before starting).

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Account 🏢

• An account is the company (GC, Architect, Sub-Contractor) you’re working with.

• Example: Turner Construction becomes an account in your CRM.

• Under that account, you’ll track all jobs, bids, and people you deal with.

• Think of it as the headquarters for all activity with that company.

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Contact 👷‍♂️

• A contact is the individual person at the account.

  Example (Estimator): James Carter, Estimator at Turner Construction. He’s the one requesting your bid numbers, comparing them with competitors, and deciding whether you’re in the final round.

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Opportunity 💰

• An opportunity is the specific project or deal you’re bidding or negotiating.

• Example: A $1.2M glass railing installation for the Dallas Medical Center Tower is an opportunity.

• It moves through stages — bid submitted → under review → awarded → closed.

• It’s like tracking the project lifecycle, from bid board to punch list.

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⚡ Quick construction analogy:

• Lead = a new job lead you hear about (“Hey, there’s a tower going up downtown”).

• Account = the GC firm running the job (e.g., Turner Construction).

• Contact = James Carter, Estimator at Turner Construction.

• Opportunity = your bid for that specific project (Dallas Medical Tower railing contract).