In this final article in his three-part series on CRM, John Sarich discusses the costs of implementing a CRM system, some possible alternative approaches, and the payoff.
We started the first article with the thought that the flexibility of CRM comes with a cost that most insurance buyers don't fully understand. Some insurance carriers still hold a bias toward building their own system. Perhaps it's because they are currently managing agents using a variety of systems and applications, so they have an idea of what they can build. Typically a carrier's IT department will send out numerous RFIs and RFPs, and from those responses someone will say, "We can build that!"
Part 2: CRM becomes insurance focused
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