In professional services, the quality of the work is not the only thing that decides. What also matters is whether sales, delivery, management and finance work from the same information. Aviando helps you build Salesforce so opportunities turn into reliable projects and teams recognise earlier where revenue, utilisation or customer satisfaction is at risk.
Many service firms grow through relationships, expertise and trust. At the same time, this is exactly where typical friction losses arise: quotes are created individually, handovers run informally, resources are scarce and forecasts stay uncertain.
When pipeline, project planning, capacity, billing and customer communication are not connected cleanly, important decisions are missing at the right moment. Sales sees opportunities, delivery sees effort, management sees figures, but rarely does a shared picture emerge from it.
Salesforce can close this gap. Not as a rigid project management tool, but as a central platform for customer-facing processes, structured handovers and better steering from the first contact to ongoing care.
Two projects from professional services: different starting points, the same question of clarity between sales and delivery.
01At Forvis Mazars, an independent member of the international Forvis Mazars professional services network, compliance checks ran manually and outside the CRM before every opportunity. Aviando anchored sales and compliance processes directly in the Sales Cloud, connected surrounding systems and created a central data basis. The result: significantly less manual effort and compliance security firmly anchored in the process.
Read the story
02von Rundstedt & Partner GmbH is a leading provider of outplacement and career coaching services, supporting professionals and executives through career transitions. Over three years, Aviando introduced the Sales Cloud there and mapped the sales of the individually tailored consulting programmes in a structured way.
Story to follow"Working with Aviando was first-class. We were particularly impressed by the fast response times and the team’s deep expertise. Thanks to your support, we completed our project not only on time but beyond expectations. We look forward to more joint projects!"
Isabel Van Hoorde
Head of Sales Excellence, von Rundstedt
Service firms sell trust, competence and results. Still, many internal workflows are steered with spreadsheets, emails, individual project tools or personal notes.
That works as long as teams stay small and everyone involved works closely together. With growth, however, the coordination effort rises. More leads, more quotes, several teams, different seniority levels and changing project load make steering more demanding.
Salesforce helps bring sales and operational information together. That makes it visible which opportunities are realistic, which skills will soon be needed, which customers have to be actively served and where risks arise.
We start with your business model. How do leads arise? Which services are sold? When does an opportunity become a project? Which information does delivery need? Which metrics does management steer with? From these answers comes a Salesforce target picture that fits your everyday work.
Many professional services processes break at the handover. That is why we define together which information has to be maintained before project start, how responsibilities change and which steps can be supported through automation.
Salesforce can help make future demand visible earlier. For that, pipeline data, expected project starts, role needs and revenue assumptions have to be maintained in a traceable way. We create the structure without burdening teams with unnecessary data upkeep.
Many service firms already use project management, time tracking, accounting, ERP or collaboration tools. We clarify which systems stay leading and which information should become visible in Salesforce.
New processes change habits. That is why we enable admins, key users and business units to use Salesforce confidently, understand reports and initiate improvements on their own.
Service firms need more than a revenue forecast. What is also relevant is which services are sold, when projects could start and which teams are affected. Salesforce creates more transparency over opportunities, risks and expected demand.
Individual quotes need clear information on scope, assumptions, prices and responsibilities. A structured CRM process reduces follow-up questions and improves traceability.
After the deal, expectations, commitments, contacts, timing and scope have to be handed over cleanly. Salesforce supports this handover with required information, checklists and clear responsibilities.
Existing customers often offer great potential. A shared view of projects, contacts, open topics and next steps helps develop relationships more deliberately.
When upcoming projects become visible earlier, roles, skills and capacities can be prepared better. Salesforce can deliver the data basis on which resource planning sensibly builds.
Leaders need clarity about pipeline, conversion, project starts, revenue potential, risks and customer development. Dashboards help derive decisions not just from individual updates.
We develop a CRM target picture with you for sales, delivery, account management and management. Requirements are prioritised so a realistic plan emerges.
Aviando plans, configures and extends Salesforce solutions that map your processes understandably. We keep an eye on clean data models, simple user guidance and stable extensibility.
We design handovers so important information is not lost. Opportunities, quotes, project start and customer context are connected in a traceable way.
Salesforce does not have to manage every detail itself. We connect relevant systems such as project management, time tracking, accounting, ERP or document management so information flows reliably.
Together we define metrics, dashboards and reports for pipeline, forecast, account development, project handovers and management decisions.
After launch we support admins, key users and business units. That way Salesforce is not just introduced, but understood, used and developed in a targeted way.
A good Salesforce setup brings professional services firms closer to operational reality.
Not every steering problem starts in the CRM. When services are packaged unclearly, handovers were not defined organisationally or responsibilities between sales, delivery and finance are missing, the process logic should be clarified first.
In such situations we start with structure. Which information is really decisive? Who needs it and when? Which metrics are used? After that you can decide whether implementation, integration or enablement is the right next step.
Professional services processes need a clear structure for leads, opportunities, quotes, handovers and accounts.
Learn moreWhen project management, time tracking, finance or ERP should be connected, integration is a central lever.
Learn moreCRM impact comes through adoption. Enablement helps teams apply processes confidently and improve data quality.
Learn moreThorsten Winkels, co-founder and managing director of Aviando, looks with you at your current sales, delivery and data processes. Together you clarify where Salesforce can help today, which handovers should be improved and which next step makes sense.
