There has never been a more important time to build trust, confidence and loyalty with your clients. Ensuring that you are capitalising on every opportunity to demonstrate your capabilities is critical, regardless of the market conditions.
Underpinning the strength of the relationships you have built with clients and prospects is the data that provides the opportunity for you and your team to gain a deeper understanding, critical insights and ultimately, a competitive edge. It’s at your fingertips. You just need to know how to access it and ensure that your team understands the value of tracking activity in your CRM.
How can I leverage client data in Oneview?
All metrics and ratios presented in OneView will now be client-specific across any selected timeframe. Clickthroughs will also take you to client-specific data and allow you to conduct a deeper review using the tools available in the tab array.
Why is this important?
Never has it been so easy to retrieve such comprehensive client-focused data with so little effort. Client-specific reporting opens up a range of opportunities for your business to leverage client data more effectively:
- To visualise key client information at a glance, from calls through to revenue
- Run easy checks before meetings and calls
- Empower your team to demonstrate client knowledge and instantly refer back to key success metrics such as CV to interview or interview to placement conversion ratios when speaking to clients
- To show clients their data in meetings
- Access client-specific clickthrough data which can be used for Slice & Dice and Trends analysis
- No advanced cube permissions required to access client data
HOT TIP! If you are running the client filter for one or more companies and wish to do further analysis, use the clickthrough for the relevant metric. In the Slice & Dice and Trend Chart tabs, you will have the option to open the data into the full Slice & Dice/Trends application. If you do this, your client-specific data will be pulled through
How can I extract business-critical insights?
Success in recruitment hinges on achieving the best possible balance between effort and reward. Slice & Dice and Trend reporting over client data can help you answer the following questions:
- Is our biggest client our best client when viewed in the context of effort vs reward?
- Who are our best clients?
- Who are our most productive/unproductive client contacts?
- Where are there dormant opportunities in our client base?
- How effectively are we managing our major accounts?
- Do our clients have cyclical hiring patterns?
In Slice & Dice, the key is utilising the Client (sometimes referred to as Organisation) variable into your report:
Whether its metrics relating to core activities or revenue analysis, the data will now be client-specific. You can further refine your data by adding other variables to your rows, such as group, owner, client contact or candidate.
As part of the Managers Toolkit, the cube19 team have provided some great pre-built reports to help you easily extract client insights, such as Client Activity (looking at key activities vs revenue) and the Repeat Business Report (looking at Total Sales over a long time period to identify billing frequency and potentially dormant opportunities).
You can use the client filter in the Trends application to cross-reference historic against current performance to help identify whether there are increasing or diminishing returns over time, cyclical trends in client behaviour or correlations between economic circumstances and client revenues.
- cube19 offers a range of tools which enable you to leverage client data to your advantage at all levels of the hierarchy
- Significant value can be derived at a glance and from a deeper, more comprehensive analysis
- Leveraging your client data can help you make sense of the past, manage the current and model the future
If you have any questions about reporting over client data in cube19 or do not have access to the Managers Toolkit reports, please contact the Customer Success team at firstname.lastname@example.org or speak to your Customer Success Manager directly.