Four engagements with the same group, and nobody sees them together.
Every team keeps its engagements in the CRM under the name of the individual company, not the group. Before a sales meeting, someone pieces the existing work together by hand, along with the commercial register, the annual report and press releases. By the time the briefing is ready, the meeting has often come and gone.
4engagements with the same groupEmployment law, intellectual property and two transaction mandates run side by side.
3officesThe engagements sit with three offices, each with its own CRM entries.
7spellings of the group's nameSubsidiaries, short forms and legal-form suffixes fragment the record.
2 hoursresearch per meetingCommercial register, annual report and press releases are searched afresh before every meeting.
Anyone who walks into the meeting with the complete picture already knows the client's open question, and that is where the 30% higher win rate comes from.
The 30% higher win rate is this agent's headline figure. Four engagements, three offices and seven spellings show what a group client looks like in a CRM that has grown over the years; they are not measured values.