Successful professional services delivery starts when projects enter the opportunity stage in a CRM. Why is this? Because of
time to revenue – the faster your projects are up and running, the faster you can start recognizing revenue. Thus, you need
access to opportunity data at the onset to establish project parameters as soon as possible.
However, if you are manually transferring opportunity data from the CRM to the PSA system, functional alignment can get lost
from the start then the project is off the rails. People try to catch up, operating in ad-hoc fashion as they try to:
• line out project requirements including rates and delivery schedule
• forecast and fulfill demand
• understand and manage client expectations
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