Beginners guide [contacts management and sharing] sansan

Beginner’s Guide to Contact Management and Sharing Sansan, Inc. Thank you for your interest in contact sharing. This document will cover:  The importance of contact management and sharing among teams.  How to best do it.

Transcript

1. Beginner’s Guide to Contact Management and Sharing Sansan, Inc. Thank you for your interest in contact sharing. This document will cover:  The importance of contact management and sharing among teams.  How to best do it.
2. <Contact Management and sharing> • Contacts – What we mean by business contact information – What has happened to contact information recently – The value of contact information – The diversification of contact information • Contacts Sharing – Definition of Contacts – Analysis of ineffective information sharing – Merits of Contacts Sharing ＜Case Studies＞ • About Business Cards Management – What a Business Card is – Two Meanings of Business Cards – ＜Statistics＞ Correlation between Business Cards Management and Income – ＜Statistics＞ Problems regarding Business Cards Management Copyright © 2014 Sansan, Inc. 2 Contents
3. Copyright © 2014 Sansan, Inc. 3 Contact Management and Sharing
4. What we mean by business contact information – Business contact information is all the information the people in a company have about companies and people outside of their companies, including lists that perhaps only one person in the company has. What has happened to contact information recently – Because of the growing popularity of SNS, the contact information people have is becoming more and more diverse. And with the increase in usage of information technologies, this contact information is spread beyond calendars and schedules into tablets, mobile phones, PCs, and cloud resources. The value of contact information – The value for individual employees • Contact information makes it easier to contact someone. • Contact information allows an individual to form a human network. – The value for organizations • Clients are found and revenue is made from contact information. • Connections are made and corporate strategies can be created from analyzing contact information. Contacts Copyright © 2014 Sansan, Inc. 4 Contact information is a precious asset, and using it efficiently increases the productivity of individual employees and the profitability of the company.
5. The diversification of contact information – In the same way that we use a greater diversity of devices, social networking services, and work styles, our contact information has also become more diverse. – Contact information can be divided into two parts. 1. The contact information itself 2. Information related to that contact information 1. Contact information contains – Names – Companies , departments, titles – Telephone numbers (office, mobile, IP, etc.). – Email addresses (including the multiple addresses people have for their work, their home, their mobile devices) – Video meeting / conference call IDs (with the increase in the number of platforms, there may be more than one of these as well.) – Social networking information (On the job as well, people are using LinkedIn, Facebook, etc.) 2. Information related to this contact information – Who has this information – How, when, and where this information was gotten Copyright © 2014 Sansan, Inc. 5 Contact information is a precious asset, and using it efficiently increases the productivity of individual employees and the profitability of the company. However, the diversification of this information is causing it to become unmanaged. This in itself causes opportunity loss.
6. Copyright © 2014 Sansan, Inc. 6 Summary - Contact information is a valuable asset for individuals and teams, but it is getting harder to manage as it becomes more diversified. - As this diversification has continued, there are more and more people recognizing the need for organizations to better manage their connections. This can be seen from the increase in the number of contact management tools. In addition to this, people are beginning to see that contact information should not just be managed, it should be put to use.
7. Contact sharing Contact sharing is Team members together using all the information they each individually have. • It is said that 90% of business contacts bear no fruit. There are many reasons for this, but first of all we need to take notice of this, and understand how wasteful it is. • We need to understand who in an organization can use what information and in what way. Analysis of how information was NOT effectively managed by the CIA (Confidentiality, Integrity, Availability) # Sharing is to prevent internal information risk with information obsolescence, or unified management of information. On the other hand, there is some risk to share with some ways, therefore you can start after you understand those. Copyright © 2014 Sansan, Inc. 7 Contacts of Individuals Contacts of Teams Integrity Information obsolescence of contacts because not being used on a daily basis Cannot grasp or manage information of individuals comprehensively Availability Non-management of contacts without using on a daily basis Cannot supply useful management ways or tools for individuals as a team Confidentiality Because of individual bias, information is not shared and is instead managed by each person individually. Cannot supply the common platform to manage all contacts in a confidential way for business use The big problems are: 1. Accuracy of the information was not maintained 2. Platform or tool for utilizing information as a team did not exist.
8. The merits of contacts sharing: case studies As mentioned above, here are some specific examples of the merits of sharing and utilizing contact information as a team. Copyright © 2014 Sansan, Inc. 8 Case one Case two Contact sharing between a sales manager and a sales representative Before Sharing: when trying to get new accounts, it often took three months for a sales representative to get an appointment. -> After Sharing: sales representative searches for new accounts from shared information lists of people who want to get an appointment. The boss, a sales manager, had a good relationship with a client, so the client was visited on the boss's introduction. It took just three days to get an appointment, and by thus using this introduction, new business was started. Contact sharing between a CXO and a business development representative Before Sharing: the business development representative who is in charge of new business has been struggling with searching and finding a corporation to work with for a new product for three months. -> After Sharing: by sharing information on a business card which the CXO had from meeting a director at a party, the business development representative discovered that this company was the best company to work with. After visited this company with the CXO's introduction, the project progressed smoothly, and the business started three months ahead of plan.
9. Business Cards What a business card is A business card is proof of a meeting and proof of the potential asset that the meeting contained. • A business card is one type of contact information. Business cards, as paper media which are NOT SNS or digital information, are very useful and many people exchange them, but they are nevertheless very difficult to manage. Business cards do not have a standard format, and thus are harder to optimize into an exclusive management platform. Also, the way of using them depends on the individual person, as many people do no recognize the value of them and manage them properly. Many business people have business cards. They are a global standard and a versatile business tool, and they have a high diffusion rate.. In sales, people meeting at trade shows or at meetings will exchange business cards, which are the evidence of the business encounters at those places. There are said to be 10 billion business cards exchanged every year worldwide, and even with the rise of information technology, no alternative has taken the place of business cards as a global standard. In fact, business cards are still being printed and exchanged. Business cards, when we just glance at them, are wasted. If we manage them well, however, they don’t disappear, and the information on them and the proof of the business encounter remain.. Business cards are a necessity and have value in business. Next we will look at what kind of value business cards have. Copyright © 2014 Sansan, Inc. 9 Sansan Corporation Business Development Manager Phone +1-123-1231-3421 Email john@sansan.com 12 Building123 ABStreet De ,12345 John Smith
10. The Two Meanings of Business Cards Business cards have two kinds of information on them, and when those are combined, value is produced. First, the information on the business card is the latest and most accurate contact information for this person, and it connects that person and you. It is thus necessary for your future business. Second, the information of when , where, by whom, the cards are exchanged is subordinate information not on the card itself, but nevertheless important for managing the relationship with this person. Copyright © 2014 Sansan, Inc. 10 Accurate contact information for this person (Contact Information) When, where, by whom this person was met (Subordinate information to the contact information /meeting log) Business cards are the information that forms the base of doing business. Information about a customer or a prospect Circumstances of a business encounter Company name Department, Position Name of contact > This is a source of information Who met who and when > This is a record of a business encounter
11. Correlation between business cards management and income The higher the annual income, the more often people change their contact information In the following chart, you can see that as annual income increases, the frequency of changing contact information also increases, from 23% for the lowest group, to 48%, and then 63%. The higher the annual income, the more care taken to manage business cards In the following chart, the blue part shows the what percent of people do not manage their business cards at all, the red shows the percent of people managing it in traditional ways, and the green shows the percentage of people using IT to manage it. This increases significantly as income increases. Copyright © 2014 Sansan, Inc. 11 The higher annual income, the more often people change their contact information. The higher annual income, the more care taken to manage business cards. ＜Statistics1＞ 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% ALL $0 - $40,000 $40,000 - $80,000 $80,000 - Have changed before Have NOT changed before 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% ALL $0 - $40,000 $40,000 - $80,000 $80,000 - NOT to manage Analog management Digital management Manual management
12. Business card management has been a problem for a long time Two Major Features With the progress of information technology, a number of solutions have been created for the business card problem. These have been based on the ideas discussed before, namely, the ease of use of business cards, and the difficulty of managing them. Nevertheless, these solutions have not solved this problem yet. <1> The blue part of the graph shows the amount of business people who have trouble managing business cards. <2> Here the blue part shows the number of people who have been dissatisfied with the digital business card management available until now. Copyright © 2014 Sansan, Inc. 12 Because of the trouble of managing paper-based business cards and the absence of a perfect solution for business card management, the precious encounters that business cards are the proof of are not used properly by either individuals or teams. ＜Statistics 2＞
13. Copyright © 2014 Sansan, Inc. 13 Click here! for more details on our website. https://en.sansan.com/