LTC流程如何借助易趋数字化项目管理平台落地

LTC流程如何借助易趋数字化项目管理平台落地

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LTC流程的核心价值在于构建了一个端到端的企业业务运营系统，不仅能满足客户需求、提供优质的产品和服务，还能大幅度提高运营效率、优化资源配置、降低运营成本以及促进业务增长。
然而在实际管理中，由于其流程的复杂性、跨部门协作困难、信息系统不完善、系统集成难以及缺乏有效监控等一系列难点，导致LTC流程难以成功在组织内部落地。

那么LTC流程具体包含哪些关键步骤？如何能成功落地实施呢？
1、LTC流程是什么？如何落地实施？
LTC（Lead To Cash）管理流程，即线索到现金的流程，是一个跨部门的业务流程；覆盖从潜在客户识别开始，一直到销售完成、交付产品/服务并成功收款的全过程，涵盖了市场、销售、客户服务、财务等多个部门。

（LTC模型）

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1.1 LTC流程通常包括以下三个关键阶段
(1)?管理线索阶段
通过市场活动、网络搜索、客户推荐等多种渠道获取潜在客户的信息。
对收集到的线索进行初步评估，判断其潜在价值和转化可能性。
最后将评估后的线索分配给合适的销售人员或团队进行跟进。

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(2)?管理机会点阶段
一旦线索被确认为有潜力的销售机会，就进入机会点管理阶段。
然后深入了解客户的具体需求、预算、决策流程等信息，以便制定针对性的销售策略；
监控销售机会的进展，评估赢单概率，并根据实际情况调整销售策略和资源配置，努力促成交易达成。

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（3）管理合同执行阶段
交易达成后，就进入合同执行和管理阶段。在这个阶段，需要准备和签订正式的销售合同，明确双方的权利和义务。
监控合同的履行情况，确保产品/服务按时交付；同时要跟进客户的满意度以及应收账款，确保客户按时支付款项。

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1.2 LTC流程如何成功落地实施？
LTC流程的落地实施是一个复杂而系统的过程，需要从多个方面进行综合考量，包括：明确目标、充分的调研和规划、构建跨部门协作机制、引入数字化管理工具、持续评估优化改进等等。
(1)?明确目标与战略对齐
首先，企业需要明确LTC流程实施的具体目标，如提升销售效率、优化客户体验等，确保其与组织整体战略目标保持一致。
(2)?进行充分的调研和规划
对企业内部的销售、交付等流程进行全面评估；基于结果，明确LTC流程需要解决的关键问题。
(3)?构建跨部门协作机制
LTC流程涉及多个部门，需要建立跨部门团队，组建由各部门关键人员组成的LTC管理团队，负责流程的推进和实施；明确职能分工。
(4)?引入数字化管理工具
数字化管理工具是LTC流程成功实施的重要保障，能实现数据的实时共享和流程的自动化管理。
(5)?建立监控与评估机制，持续优化
定期对LTC流程的实施效果进行评估，发现问题并及时改进；同时根据市场变化和客户反馈，不断优化LTC流程。

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其中，最重要的还是引入一个合适的管理工具辅助LTC流程落地实施，能提高流程自动化与标准化水平、加强数据管理与分析能力、提升团队协作与沟通效率、优化资源配置与风险管理等。
那什么样的工具适合LTC流程的落地呢？
由于LTC流程涉及到多个部门和流程，可能涉及到多套管理软件，例如CRM、ERP、SRM等，企业需要一套可以打通全业务流程的数字化管理工具，覆盖LTC流程的所有关键环节；同时能支持软件集成和定制开发，以便根据自身的业务流程进行灵活调整。
这里推荐易趋（EasyTrack）数字化项目管理平台，下面根据LTC流程的几个关键流程展开分享。

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[size=14.0000pt]2、借助易趋数字化项目管理平台高效落地
借助易趋项目管理平台，能实现端到端全业务流程管理，贯穿客户商机、销售合同、项目全生命周期管理、采购订单/供应商合约等各个环节。
同时能集成多个专业管理系统，实现信息互通、高效协作；可根据客户个性化需要进行二次开发。

（易趋数字化解决方案）

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2.1管理线索——实现销售线索全流程管理
借助易趋数字化项目管理平台，可以实现线索获取、分配、跟进等功能，项目管理人员可以快速查看线索的具体的信息、来源、转化情况以及分配记录，确保线索不遗漏、及时处理。

（易趋销售线索视图）

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2.2管理机会点——优质线索转化为销售机会持续跟进
当优质线索转化为机会后，可以在销售机会模块持续跟进，促进成交；覆盖销售机会的状态、所处阶段、赢单率、责任人、干系人以及报价等详细信息。

（易趋销售机会视图）

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而每一个销售机会的管理阶段也能实时跟踪，方便管理人员高效跟进；同时销售机会能直接关联到项目、销售合同、竞争对手等，可一键快速跳转至详细页面，便于高效协同。

（易趋销售机会视图）

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2.3合同执行——覆盖项目全生命周期管理
当合作达成、签订合同后，能继续在易趋项目管理平台上对项目进行精细化管理，覆盖项目启动、项目执行监控到项目收尾以及项目评估的全过程管理；包括项目进度、成本、质量、采购、风险等方面的监控、管理。
例如，借助易趋进行项目计划的制定后，支持后续的项目执行和监控，系统会实时更新项目的进度情况，采用红黄绿三色展示状态，确保进度受控、按时交付。

（易趋项目计划视图）

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2.4收款与财务结算——精细化项目财务管理
项目成功交付后，最关键的一个步骤就是确保客户按时支付款项。
借助易趋项目管理平台，项目经理可以实现项目财务精细化管理，辅助商务人员进行项目合同款项的跟进；包含投资计划、成本预算及记录、收入预算及记录、销售合同以及采购合同的管理。

（易趋项目财务管理视图）
同时商务人员可以在销售管理模块，实现应收账款的跟踪，可查看计划收款以及实际收款等数据，确保企业现金流的健康运转。

（易趋收款跟踪视图）

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3、总结
LTC流程的落地实施是一个复杂而系统的过程，需要从明确目标、充分调研和规划、构建跨部门协作机制、引入数字化管理工具、持续评估优化改进这几个维度来着手。其中数字化管理平台是有效支撑，借助易趋项目管理平台，能覆盖LTC流程的所有关键环节、实现端到端全业务流程管理，贯穿客户商机、销售合同、项目全生命周期管理等各个环节，帮助企业高效实施LTC流程。
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