Who, What, When, Where, Why, How

Your business success requires that you know the answers to these questions regarding your customers or constituents. It’s valuable to build an information base in your CRM that includes data about who your customers are, what they want, where they are in more than one sense of the word, and when they are ready for which types of interaction with you. It’s at least as important if not more so to know why and how they do what they do.