Table of Contents

Purpose A TRUE CRM Leads Module Opportunities Module Sales Workflows Industry-Specific CRM Functionality Integration with Other TRUE Modules Maximizing CRM Value

Purpose

Customer Relationship Management (CRM) in TRUE refers to the integrated set of features that help construction subcontractors manage their customer relationships, sales opportunities, and business development activities. TRUE's CRM capabilities are designed specifically for specialty trade contractors in industries such as glass/glazing, fencing, asphalt, door hardware, and similar construction trades. These features allow you to track potential clients, manage sales activities, and convert prospects into paying customers seamlessly within the same platform that manages your projects, schedules, and finances.

A TRUE CRM

TRUE's CRM functionality is built around two core modules that work together to create a complete sales pipeline management system. Using features such as AI AutoFill, Email Templates, and Automations, TRUE can be used as a powerful CRM that effortlessly integrates into the powerful ERP features to run your business end to end.

Leads Module

The Leads module is designed specifically for tracking and managing potential residential and service projects. It gives specialty subcontractors the tools to capture, qualify, and convert leads for smaller or shorter-term projects.

Key features include:

Lead capture from multiple sources (website, phone inquiries, trade shows, referrals)
Lead assignment to specific sales team members
Activity tracking (calls, emails, site visits, follow-ups)
Integrated quoting capabilities
Conversion tracking
Reminder notifications for follow-up tasks
Email Integration - Connects email communications

Opportunities Module

The Opportunities module focuses on the unique needs of commercial project sales. For specialty trade contractors, this module helps manage the longer and more complex sales cycle typically associated with commercial work.

Key features include:

AI Autofill - Automatically extracts data from ITB documents
Email Integration - Connects email communications
Commercial prospect tracking
Detailed qualification process
Stakeholder management and contact tracking
Proposal development
Bid tracking with deadline monitoring
Document storage for project specifications
Conversion to active projects

Sales Workflows

Understand the core differences between the sales process for Residential/Service work and Commercial contracting.

Commercial Sales

Lead

Capture commercial project leads from bid boards, general contractors, architects, or direct inquiries.

Opportunity Creation

Use AI Autofill to automatically create opportunities from ITB documents. Forward emails using code KOSMASEC-PJ-NEW to extract key information and populate opportunity details.

Qualification

Assess project viability, timeline, and fit while managing the opportunity. Use the opportunity's specific email capture code to add additional ITBs, automatically populating different "Bidders" and "Due Dates" with each import.

Bid Management

Once qualified, upgrade to a quote. Create detailed proposals, track submission deadlines, and monitor bid status.

Follow-up

Track communications with decision-makers and update probability of winning.

Contract Award

When awarded, convert opportunity to active job with all history intact, transitioning into TRUE's comprehensive project management system.

Relationship Management

Maintain ongoing communication with key contacts for future opportunities.

Service/Residential Sales

Lead Capture

Record incoming service or residential project inquiries. Integrate with website webforms to automatically populate leads into TRUE.

Stage Tracking

Use Lead features to track follow-ups, log activities, schedule appointments, and send notifications to clients throughout the sales process.

Schedule Management

Create and manage appointment schedules for site visits, consultations, and estimates. Track your team's availability and client appointments.

Quoting

Upgrade qualified leads to quotes. Add configurable items, generate digital proposals with eSign and ePay capabilities for professional presentation.

Customer Approval

Track approval status, manage communications, receive follow-up alerts, and collect down payments to secure the project.

Job Conversion

Convert approved quotes to jobs and begin project management using TRUE's comprehensive ERP features for scheduling, tracking, and invoicing.

Pipeline Management

Maintain full control over your sales pipeline with reporting, analytics, and automated follow-ups for future service opportunities.

Industry-Specific CRM Functionality

TRUE's CRM features are customized for specialty trade contractors, with specific functionality for:

Glass and Glazing Contractors

Track leads by glazing type (storefront, curtainwall, interior glass)
Integrate with glass estimation software for seamless quoting
Manage relationships with general contractors and architects
Monitor bid opportunities with deadline alerts
Capture project specifications in a centralized location

Door and Hardware Contractors

Organize leads by door type and hardware requirements
Track relationships with lock manufacturers and suppliers
Manage bid opportunities with project-specific requirements
Convert specifications into detailed quotes
Streamline transition from sales to procurement

Fencing Contractors

Categorize leads by fence type (commercial, residential, specialty)
Track site visit measurements and requirements
Manage material-specific quotes
Transition smoothly from sales to installation scheduling
Monitor completion timelines for faster invoicing

Asphalt Contractors

Organize leads by project type (parking lots, driveways, repairs)
Track project specifications and site requirements
Manage seasonal scheduling considerations
Coordinate with general contractors and property managers
Streamline conversion from bid to active project

Integration with Other TRUE Modules

TRUE's CRM features don't exist in isolation. They integrate seamlessly with other system modules to create a complete business management solution:

Quotes Module - Convert leads or opportunities directly to quotes without duplicate data entry
Jobs Module - Transform won quotes into active jobs with all client history and requirements
Schedules Module - Assign resources to projects based on sales pipeline forecasting
Inventory Module - Check material availability while creating quotes, or seamlessly reserve for projects that are won
Invoices Module - Generate invoices directly from completed projects that originated as leads
Reports - Track sales metrics, conversion rates, and pipeline value

Maximizing CRM Value

To get the most from TRUE's CRM capabilities, specialty trade contractors should:

Customize Lead Sources - Configure lead sources specific to your trade (e.g., architect referrals, general contractor relationships, repeat customers)
Define Sales Process Stages - Customize opportunity stages to match your sales process (e.g., Initial Contact, Site Visit, Quote Submitted, Quote Approval, Contract Negotiation)
Integrate with Estimating - Connect TRUE with your industry-specific estimating tools for seamless quote generation
Establish Follow-up Protocols - Create standardized follow-up procedures with automated reminders
Automate Notifications - Set up alerts for bid deadlines, customer communications, and quote expirations
Leverage Reporting - Use built-in reports to track sales team performance, conversion metrics, and pipeline value