Business development involves maintaining relationships with business contacts - so contact management, whether through manual, brute force methods or automated tools, is very important. Useful business tools range from low-end, personal contact managers to high-end, sales force automation systems.

Most of our clients, however, need a tool focused on business opportunities rather than on specific contacts. This is usually the case with more competitive, professional services or product oriented business-to-business or business-to-government sales. In this case, an opportunity tracking and management system is a better choice.

A contact manager (such as Outlook™, Maximizer™,Goldmine™ and Act!™) can be the right tool for individuals or very small companies. Each is available from most computer software retailers for managing your own personal contacts. The best one will depend on your individual needs and work style. For company needs, each contact manager starts to show its limitations when more than five to ten people need to coordinate contacts. When your needs expand to ten users, look at the opportunity tracking and management systems that are filling in the mid-range where they can provide high-end features and performance at reasonable prices.

For further information, contact John Bender at 703-642-5153.

Advantage Consulting helps clients make the right tool decision.

Outlook, Maximizer, Goldmine and Act! Are registered trademarks of their respective companies.