Lee, Sipe, and Associates Improves Reporting and Client Service with New Salesforce Integration
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Lee, Sipe, and Associates (LSA) is a financial services practice that specializes in serving career government employees. Although the firm already used Salesforce, their system relied on “person accounts,” which fuse accounts and contacts into a single record. This structure seemed better suited for a B2B organization and made it difficult to organize client data.
“Everything was one-dimensional,” explains Administrative Associate Linda Hope. The old system caused the following problems:
These issues prevented LSA from working as efficiently as possible, impacting their use of time.
Lee, Sipe, and Associates searched for a certified Salesforce developer who could optimize their system.
Their team chose Aptaria for our high-value pricing and “personable” project management style, Hope remembers. “The owner of the company [Aptaria CEO Andrew Lawlor] came out and met with us. They were very enthusiastic and responsive to our emails.”
Given LSA’s time constraints, Aptaria’s lean, Agile approach also proved an advantage. “We were under a tight deadline because our annual renewal was coming up,” Hope explains. “We wanted to get the data into the new system as soon as possible so we weren’t paying for two.”
Within the target time frame, from January to May 2018, our team accomplished all of the following steps:
Throughout the process, Hope communicated closely with Salesforce-certified Senior Cloud Consultant Jenn Dwyer. “I had weekly meetings with Jenn, but we also communicated through a spreadsheet that she created where we wrote in problems. She would go in, look at it, then fix whatever needed to be fixed.”
They’re easy to work with and insightful. You can tell they’re very experienced. You present them with a problem or an issue, and they come up with great ideas.”
LSA’s updated Sales Cloud system went live on May 1, before the firm’s old Salesforce licenses expired. The benefits of Aptaria’s implementation include:
Most important, LSA’s new Salesforce system makes it possible to better capture and report interactions with the community they serve. Individual histories and firm-wide summaries are just a click away.
“The biggest thing is the tracking,” Hope explains. “We have different reports where we can see how relationships progress and our clients are being served, based on what avenue they’re on.”
In other words, the firm can now save and analyze information about all the distinct phases of relationship development and client care. The Salesforce system built by Aptaria introduced onboarding tracking that can monitor new relationships in a way that was previously inefficient.
The custom Salesforce implementation also tracks best practices for the advisors since it records the answers to key questions like:
By supporting stronger and deeper relationship engagement, the new system helps LSA grow.
Managing Partner Dan Sipe commented on Aptaria’s collaborative approach: “As a non ‘digital native’ it was refreshing to work with a tech organization that did not talk down to us.”
Hope agrees: “They’re easy to work with and insightful. You can tell they’re very experienced. You present them with a problem or an issue, and they come up with great ideas.”