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CRM System Streamlines Sales Process for Electrical Services Provider

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Executive Summary

Norfolk Electrical & Communications (E&C) is a division of Norfolk Group Limited, a building and engineering services provider based in Australia and New Zealand. The division acts as an electrical contractor for on major construction sites, including commercial property, mine site and railway infrastructure projects. With a widely distributed workforce of 1,700, E&C had a number of business units that were using a range of different systems to track their sales opportunities. In August 2008, E&C sought the assistance of DWS Advanced Business Solutions Ltd and implemented a customised system based on Microsoft Dynamics CRM 4.0. The new system gave management far greater visibilty and control over the division's sales processes and outcomes.

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