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Case Study #1

Most people don’t go to Las Vegas to save money but for Jamie Muirhead, the president of MJM Energy, that’s exactly what happened. Muirhead was there for a trade show in the fall of 2010 when he came across JobPro Technology, a robust CRM with a sales-tracking system that lets the company monitor sales numbers and how many quotes salespeople are doing in real time, rather than waiting for a month-end review. “There was a salesperson closing all kinds of sales who we considered a real crackerjack, but we discovered that his margins were actually much lower than other salespeople,” says Muirhead. “He was hugely undervaluing the jobs, practically giving them away-in some cases, losing us money. Once we saw this, we were able to put hard controls into the software, such as not letting a quote go out the system that’s less than a set margin.”

With the CRM software, Muirhead was also able to drastically accelerate the company’s order-to-cash process. Work orders used to get lost or forgotten, which meant the company couldn’t properly invoice for a job or fail to properly follow up with customers. Now crews have iPads with access to the software, allowing the office to easily track work orders and doing the work of about two administration people. To date, the CRM has saved MJM upward of $50,000.