Sales and compliance in Salesforce. Central, automated, secure.
Forvis Mazars wanted more efficient sales processes and compliance requirements anchored directly in the CRM. Aviando delivered exactly that: from process optimisation to data integration with surrounding systems.
At Forvis Mazars, compliance is no afterthought. It is part of every sales process.
Before an opportunity could be pursued, extensive checks had to be completed: customer and risk assessment questionnaires, alignment with the compliance department, data spread across several systems.
The goal was clear: map compliance processes directly in Salesforce. No separate system, no manual break. And establish Salesforce as the reliable data source for the connected systems.
Project duration
14 months
Industry
Audit & consulting
Salesforce product
Sales Cloud
Forvis Mazars – professional services at a global level
Forvis Mazars Group SC is an independent member of Forvis Mazars Global, a leading professional services network. As an internationally integrated partnership, the Forvis Mazars Group operates in more than 100 countries and territories, specialising in audit, tax and advisory. The partnership draws on the expertise and cultural know-how of more than 35,000 professionals worldwide to support clients of every size at every stage of their development. In Switzerland, more than 400 experts work across ten locations.
The problem: compliance costs time – and runs outside the system
Forvis Mazars places great importance on compliance. A central element is running extensive compliance checks before opportunities can be pursued, including customer and risk assessment questionnaires.
The previous approach caused high manual effort – especially for the compliance department. Processes ran outside Salesforce, data was scattered, alignment took time.
High manual effort
Compliance checks ran outside the CRM and consumed a lot of the department’s time.
No central data basis
Customer, deal and compliance information sat in different systems without a clear connection.
Missing system integration
Salesforce was not yet connected as the data source for downstream systems such as the project management system.
What we addressed together
The project tackled three central topics. All three are directly connected: only when sales processes are clearly structured can compliance requirements be integrated cleanly. And only then can Salesforce reliably serve as the data source for further systems.
Optimising the sales processes
Sales workflows were made more efficient and tailored to Forvis Mazars’ specific requirements.
Integrating the compliance requirements
Forvis Mazars’ strict requirements were embedded directly into the optimised processes – firmly anchored, not bolted on.
Data integration with surrounding systems
Customer, sales and compliance data from Salesforce was distributed to connected systems to create one consistent, central data basis.
Our approach: understand requirements, implement processes cleanly
We did not start with technology, but with the workflows. What does the compliance department need? How does sales work today? Where do breaks occur? From those answers we derived concrete measures and implemented them step by step.
- 01
Capturing customer requirements and translating them into actionable user stories
- 02
Project coordination including steering of nearshore resources
- 03
Mapping internal quality and compliance requirements directly within the Salesforce sales processes
- 04
Integrating surrounding systems so customer, compliance and sales information flows smoothly
- 05
Reworking the permission concept to enable onboarding of new user groups
- 06
Refactoring existing solutions, including migration to Salesforce Flows and standardised patterns
What the project changed
Integrating and optimising the compliance processes in Salesforce not only brought efficiency gains but also laid the foundation for further digitalisation.
Significant time savings
Automating and bundling different processes in one central system streamlined workflows considerably.
Compliance certainty
Adherence to compliance requirements is guaranteed through permission steps firmly anchored in the process.
"What stood out about Aviando was their ability to truly understand our needs and customise a solution that aligned with our business goals." 
Guillaume Ladislas Senior Manager, Forvis Mazars Content that fits this story
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Thorsten Winkels, co-founder and managing director of Aviando, looks at your Salesforce processes, open requirements and realistic next steps with you.
