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Case Study
How one industrial contractor unified teams and encouraged growth with the right CRM
Managing large-scale infrastructure, energy, and industrial projects across a large portion of the United States requires precise coordination and strong client relationships. For one industrial contractor, this happens across multiple business units, frequent acquisitions, and tight timelines. As the firm expanded, so did the challenge of tracking bids, managing pursuits, and connecting teams across specialized divisions.
Unanet CRM Customer
- National brand industrial contractor
- Revenue: Over $6 billion
- Employee count: 10,000+
The Challenge
Their existing client relationship management (CRM) tools couldn’t keep pace with the firm’s outstanding performance and growth. Nor did it support the kind of client experience they wanted to provide. Teams found it increasingly difficult to maintain clear visibility into pipeline and performance, or to collaborate effectively on account strategies and new business opportunities. Leadership saw an opportunity: with the right purpose-built CRM, they could bring data, people, and processes together, positioning the company to deliver even greater value to clients and stay ahead in a fast-moving market.
We picked Unanet because it came set up for industrial contractors like us. If we’d gone with Salesforce, we’d still be building it.
Their Vision
Determined to raise the bar, the contractor’s leadership set out to create a single source of truth for business development with cross-functional impact for operations and finance. They needed a CRM that spoke the language of industrial contracting, supported complex workflows, and could scale with their ambitions.
Solution and Approach
The contractor chose Unanet CRM because it was built for their industry, with key fields, workflows, and dashboards ready from day one. Instead of spending years and significant resources on customization, they were able to focus on what mattered: their data, their processes, and their people.
Implementation was deliberate and thoughtful:
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Only current, relevant records were migrated
Ensuring clean, reliable data from the start.
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Training and regular engagement sessions
Brought users on board quickly.
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Power BI integration delivered actionable dashboards
Giving business leaders answers at their fingertips.
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Feedback loops kept the experience user-focused
Driving continuous improvement.
Unanet CRM has already made a huge difference—it’s not just a BD tool anymore; it’s becoming our operational hub.
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Trusted, actionable data
Leadership and business units now rely on accurate, up-to-date pipeline and performance data for decision-making. The data brought to board meetings is “trusted,” helping drive strategic conversations. -
Rapid adoption and engagement
CRM user participation grew from around 60% to nearly 90% in the first year, with active monthly engagement sessions drawing nearly half the user base. Teams across business development, operations, and finance now use the system as a single source of truth. -
Improved onboarding and ease of use
An internal survey found that 95% of users rated the CRM as easy or moderately easy to learn, and over 70% felt they were adequately trained. -
Enhanced collaboration
Business leaders highlighted stronger alignment and improved communication across departments, enabled by better visibility and shared data. -
Faster time-to-value
The organization saw immediate benefits from a CRM tailored for industrial contracting, without the long, costly setup associated with other platforms.
By focusing on their unique needs and taking control of their technology, this industrial contractor turned vision into action…empowering teams, improving outcomes, and positioning the business for future growth.
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