Business Consultants as CRM Multipliers: Commission Without Implementation Effort

As a business consultant, you know this: In almost every one of your consulting projects, the topic of CRM comes up sooner or later. Your clients ask you for advice—which system suits them? What should they consider? Are there Swiss alternatives to the major US providers?

Until now, you may have answered these questions without benefiting from them yourself. Yet here lies an attractive additional revenue source that fits perfectly with your consulting role—without you having to become a software implementer.

In this article, we show you how you as a strategic consultant can benefit from qualified CRM recommendations while providing real value to your clients.

The Dilemma of Business Consultants

The Typical Situation

You advise a mid-sized client on strategy, processes, or digitalization. During the project, you realize: The company has no functioning CRM system. Customer data is scattered across Excel, emails, and heads. The sales team works inefficiently. Reporting is hardly possible.

Your options so far:

1. Ignore: You focus on your core mandate and leave the CRM topic aside

   • Disadvantage: You only solve part of the problem

2. Recommend non-committally: "You should think about a CRM..."

   • Disadvantage: No concrete help, client is overwhelmed

3. Recommend specific software: You research and recommend a solution

   • Disadvantage: Effort without compensation, liability risk for wrong decision

4. Implement yourself: You expand your service portfolio to include CRM implementation

   • Disadvantage: Resource-intensive, not your core competence, distraction from core business

The Unsatisfactory Reality

A survey among 120 Swiss business consultants showed:

• 87% are regularly asked about software topics
• 62% recommend software solutions for free
• Only 8% benefit financially from these recommendations
• 43% consciously avoid the topic because no win situation

An experienced consultant from Zurich put it this way:

"In the last 5 years, I've advised at least 20 SMEs on CRM systems—completely free of charge. If I had received just 5% commission for these recommendations, that would have been over CHF 50'000. Money I gave away."

The Partner Model for Business Consultants

How It Works

The TecArt partner model for business consultants is intentionally kept simple:

1. You recommend TecArt CRM to your clients

• As part of your normal consulting activities
• When CRM needs become obvious
• Without technical implementation obligation

2. Your client decides on TecArt

• After their own evaluation or demo
• Direct contract signing with TecArt
• You are not involved in implementation

3. You receive 7.5% recurring commission

• On all license fees
• As long as your client uses TecArt
• Monthly or quarterly payout

No hidden conditions:

• No minimum sales
• No exclusivity required
• No technical qualifications needed
• No implementation obligation

What Is Your Role?

As a strategic recommender:

• You identify CRM needs at your clients
• You recommend TecArt as a Swiss DSG-compliant solution
• You position CRM as a strategic instrument
• You establish contact with TecArt

What you do NOT have to do:

• Technical implementation
• User training
• System configuration
• Support and maintenance

A partner put it aptly:

"I'm a strategy consultant, not an IT service provider. The TecArt model allows me to recommend the right solution to my clients without having to become a software house."

Why This Model Works

1. Win for Your Client

Your client receives:

• Qualified recommendation from a trusted consultant
• Swiss DSG-compliant CRM solution
• Professional implementation through TecArt partners
• No overloaded enterprise solution

Practice Example: A family business in mechanical engineering faced the CRM decision. Their consultant recommended TecArt instead of Salesforce:

• Cost savings: CHF 38'000/year (vs. Salesforce)
• Implementation: 3 weeks instead of 6 months
• DSG-compliant without complex contracts
• High user acceptance from the start

The managing director: "Our consultant saved us from an expensive wrong decision."

2. Win for You as a Consultant

Your advantages:

• Additional income without additional project effort
• Strengthening your consulting role as a holistic sparring partner
• Passive income over years
• Customer retention through long-term value

Calculation example: You advise 12 SME clients annually. 5 of them have CRM needs.

5 clients × Avg. 18 users × CHF 49/month = CHF 4'410/month
Your commission (7.5%) = CHF 330/month = CHF 3'960/year

After 3 years: CHF 11'880 per recommendation cohort
With 3 cohorts: CHF 35'640 accumulated

The multiplier effect: Each recommendation generates income year after year. After 5 years of active recommendations, you have built up substantial passive income.

3. Win for TecArt

TecArt benefits through:

• Qualified leads from trustworthy consultants
• Higher conversion rate (65% vs. 18% for cold leads)
• Customers who are already "pre-sold"
• Long-term, stable customer relationships

That's why TecArt is willing to pay attractive commissions.

How You Integrate CRM Recommendations Into Your Consulting

Phase 1: Needs Identification

You recognize CRM needs through:

Symptoms in sales:

• "We don't know exactly where our opportunities stand"
• Excel lists with customer data
• Disputes in the team about who serves which customer
• Quotes are not systematically followed up
• Sales forecast based on gut feeling

Symptoms in service:

• Customer inquiries land in individual email inboxes
• No central ticket management
• Knowledge is in individual employees' heads
• Customers complain about inconsistent service

Symptoms in management:

• No transparency about customer relationships
• Reporting is laborious and error-prone
• Dependence on individual key account managers
• Difficulties in pipeline planning

Symptoms during growth:

• New employees need weeks to become productive
• Scaling doesn't work without system
• Important information gets lost during employee changes

Phase 2: The Consultation Conversation

Your positioning:

"In my work with SMEs, I see repeatedly: Missing or inefficient CRM is one of the biggest brakes on growth. I want to recommend a solution that I've seen successfully in use with several of my clients."

Key arguments for TecArt:

1. Swiss solution

   • "Hosting in Germany (EU)"
   • "DSG-compliant without complex contracts"
   • "Support in German by Swiss team"

2. SME-focused

   • "Developed for companies of your size"
   • "No overloaded enterprise solution"
   • "Fast implementation in 2-3 weeks"

3. Transparent costs

   • "CHF 49 per user per month—everything included"
   • "No hidden costs for features or storage"
   • "Calculable IT costs"

4. Independent of you

   • "I don't implement myself—TecArt has specialized partners for that"
   • "You get professional implementation"
   • "I remain your strategic consultant"

Phase 3: Mediation and Contact Establishment

Your approach:

1. Check interest

   • "Would you like to learn more about TecArt?"
   • "Should I arrange a non-binding demo appointment?"

2. Establish contact

   • Simple form or email to TecArt
   • Your partner code is recorded
   • TecArt takes over from here

3. Supportively in the background

   • Available for strategic questions
   • But not involved in technical details

4. Follow up

   • "How did the demo go?"
   • "Does TecArt fit your requirements?"
   • Address last concerns if needed

Phase 4: After the Decision

Deal is closed:

• You receive notification from TecArt
• Commission is calculated automatically
• Your client is professionally implemented

Your ongoing value:

• Accompany the strategic use of CRM
• Help with process integration
• Use CRM data for your consulting
• Position yourself as a holistic partner

Positioning: How Not to Sell Yourself Short

The Right Attitude

Wrong:

"I get a small commission if you buy TecArt..."

Right:

"As part of my consulting, I recommend software solutions that fit your situation. My recommendations are based on experience with dozens of SMEs. With some software providers, I receive a recommendation fee—this allows me to provide this consulting service free of charge instead of billing it separately."

Transparency and Trust

Best practice: Communicate openly

In your consulting contract or on your website:

"As an independent business consultancy, we regularly recommend software solutions to our clients. With selected partners whose solutions we recommend out of conviction, we receive a referral commission. This enables us to offer comprehensive research and consulting on software topics free of charge. The decision-making authority always lies with our clients."

Why this works:

• Transparency creates trust
• Clients understand the model
• It's industry standard (like with insurance brokers, real estate consultants, etc.)
• You provide real value

Make Value Clear

What you save your client:

1. Research effort

   • "I've analyzed 15+ CRM systems"
   • "You save yourself 40+ hours of research"

2. Risk of wrong decision

   • "67% of CRM projects fail due to wrong system choice"
   • "My recommendation is based on proven practice"

3. Cost risk

   • "Wrong system choice quickly costs CHF 50'000+"
   • "I know the pitfalls and traps"

4. Time to productivity

   • "With my recommendation, you're productive in 3 weeks"
   • "Without guidance, this often takes 6-12 months"

Your value: You're more than a "salesperson"—you're a strategic sparring partner.

Typical Objections and How to Respond

Objection 1: "We're also looking at Salesforce"

Your answer:

"Absolutely right to check multiple options. Let me tell you from my experience: For companies of your size, Salesforce is overkill in 90% of cases. Feel free to look at both—I predict that TecArt will cover 100% of your requirements at a fraction of the cost. And: TecArt is hosted in Germany (EU)."

Objection 2: "We already have a CRM"

Your answer:

"May I ask: Do all employees actively use it? I often hear from clients 'We have a CRM'—but the reality is that only 30% use it and the important data is still in Excel. If your CRM really works: great. If not: Let's invest 30 minutes to evaluate whether a change makes sense."

Objection 3: "Too expensive, we need an affordable solution first"

Your answer:

"I understand your budget awareness. Let's calculate: TecArt costs CHF 49 per user per month—including EVERYTHING. No hidden costs. Many 'cheap' solutions look cheaper at first glance, but after 6 months you pay extra for each feature. Buying twice is more expensive than investing correctly once."

Objection 4: "We want an international solution"

Your answer:

"May I ask: Why? Most SMEs who say 'international solution' actually mean 'proven, professional solution.' TecArt is used by over 2,000 companies in D-A-CH, has been on the market for 20+ years, and is technologically state-of-the-art. The difference: Hosting in Germany (EU) and you have contacts who understand Swiss SMEs."

Objection 5: "Do you get a commission for this?"

Your answer:

"Yes, and that's a good thing. It means I can offer you this software consulting free of charge instead of billing it separately. What's important: I recommend TecArt because I know from experience with dozens of SMEs that it works—not because there's a commission. My reputation is at stake, so I don't recommend anything that doesn't fit."

Success Stories from Practice

Case 1: Strategy Consultant from Zurich

Profile:

• Specialized in SME strategy and succession planning
• 8-12 consulting projects per year
• Average project volume: CHF 35'000

CRM integration into business model: "In almost every succession project, we find: The company is too person-dependent. Customer knowledge is in people's heads. A successor can't simply take over because no system exists.

I now systematically recommend TecArt as part of succession preparation. The CRM is the 'company memory' that gets transferred."

Results after 18 months:

• 11 TecArt recommendations
• 7 of them became customers
• Average of 22 users per customer
• Monthly commission: CHF 565
• Annual additional revenue: CHF 6'780
• Accumulated over 5 years: CHF 33'900

His conclusion:

"The commission is a nice additional income. But the real value: I can now offer my clients value that goes beyond classic strategy consulting. That strengthens my position as a holistic consultant."

Case 2: Process Consultant from Basel

Profile:

• Specialized in process optimization and lean management
• Projects in production, trade, services
• Focus on operational excellence

CRM integration: "In process projects, we see repeatedly: Sales processes are not documented, not measurable, not optimizable. Without CRM, I can't do real sales process optimization.

I recommend TecArt as a 'process platform' for sales. I help with process design, TecArt partners implement it technically."

Her approach:

1. Process workshop with sales team (part of consulting mandate)
2. Define target process
3. TecArt recommendation with process blueprint
4. TecArt partner implements according to her concept
5. She accompanies rollout and adoption

Results after 2 years:

• 9 successful process projects with CRM component
• Average of CHF 12'000 additional consulting fees per project (for process design)
• Plus CHF 8'100 annual commission
• Positioning as "process AND digitalization expert"

Her conclusion:

"CRM recommendation has expanded my consulting portfolio. I'm no longer just 'the Excel-and-flipchart consultant,' but also accompany digital implementation. That opens doors."

Case 3: M&A Consultant from St. Gallen

Profile:

• Specialized in company acquisitions and sales
• Due diligence and post-merger integration
• High-ticket projects (CHF 80'000+)

CRM integration: "During due diligence, we also evaluate the target company's IT infrastructure. Often we find: The CRM is outdated, proprietary, or non-existent.

In post-merger integration, I recommend TecArt as a 'neutral platform' for the new, merged company. Neither the buyer's nor the seller's system is preferred—both teams start fresh with a modern system."

Specialties:

• Larger projects (30-80 users)
• Higher commissions (CHF 1'100-2,900/month per deal)
• Strategic positioning: "We also accompany IT integration"

Results after 3 years:

• 4 M&A projects with CRM integration
• Monthly ongoing commission: CHF 3'240
• Annually: CHF 38'880
• "Technology due diligence" established as additional service offering

His conclusion:

"The CRM commission is modest for us compared to M&A fees. But: It's a service element that distinguishes us from competitors. And passive income is never bad."

Implementation Guide: How to Become a TecArt Partner

Step 1: Partner Registration (15 minutes)

What you need:

• Company name and contact details
• Brief description of your consulting activities
• Typical customer segments

Fill out online form or direct contact

Step 2: Onboarding Conversation (30 minutes)

Agenda:

• Understand your business model and your clients
• TecArt product and positioning
• Partner portal and tools
• Commission model in detail
• Discuss first recommendation opportunities

Step 3: Build Product Knowledge (2-3 hours)

Recommended:

• Review TecArt website and resources
• Watch 30-minute product demo
• Understand feature overview and pricing model
• Study typical use cases

Not required:

• Technical depth
• Implementation know-how
• Detailed feature knowledge

You don't need to become a TecArt expert—just understand whom it fits.

Step 4: First Recommendation (ongoing)

Your checklist:

• [ ] Identified CRM need at client
• [ ] Positioned TecArt as suitable solution
• [ ] Client is interested in more information
• [ ] Established contact with TecArt (form or email)
• [ ] Your partner code is recorded

TecArt takes over:

• Arrange demo appointment
• Present product
• Create offer
• Contract signing
• Coordinate implementation (via partner network)

You stay informed:

• Status updates on the deal
• Notification upon contract signing
• Monthly commission statement

Commission Model in Detail

Base Commission: 7.5% Recurring

Calculation:

Customer has 20 users
TecArt Professional: 20 × CHF 49 = CHF 980/month
Your commission 7.5%: CHF 73.50/month

Per year: CHF 882
Over 5 years: CHF 4'410
Over 10 years: CHF 8'820

Important:

• Commission runs as long as customer is active
• TecArt has >95% customer retention rate
• Average customer lifetime: 7+ years

When Is It Paid Out?

Options:

• Monthly from CHF 100 commission threshold
• Quarterly (standard)
• Annually on request

Transparently traceable:

• Partner portal with live overview
• All clients and their status
• Monthly license fees
• Calculated commission
• Payout history

What Happens with Customer Churn?

Reality:

• TecArt churn rate: <5% per year
• Upon cancellation: Commission ends with last active month
• Your risk: Minimal, as you're not responsible for customer satisfaction

Long-term value: Even if 1 in 10 customers cancels per year, you continuously build a growing commission portfolio.

Frequently Asked Questions from Consultants

"Do I have to become an exclusive partner?"

No. You can recommend other software in parallel if it fits better. We only expect that you consider TecArt when there's a suitable need.

"Am I liable if the customer is dissatisfied?"

No. The contract exists between TecArt and your client. You are a recommender, not a seller or implementer. TecArt bears responsibility for product and service.

"Do I have to reach a minimum volume?"

No. No minimum sales obligation. Recommend as many or few clients as organically fits your consulting activities.

"What if my client later adds more users?"

You benefit automatically. Your commission increases proportionally with the number of users. If your client grows from 20 to 40 users, your commission doubles.

"Can I also recommend international clients?"

Generally yes. TecArt operates in D-A-CH. You can recommend Swiss, German, and Austrian clients.

"What if I want to use TecArt myself?"

Attractive partner conditions. As a partner, you receive special conditions for your own use.

Conclusion: Sensible Diversification of Your Income

As a business consultant, you live from your expertise and your time. Both are limited. Referral commissions are one of the few ways to generate additional income without investing additional time.

The opportunities:

• Passive income that grows year after year
• Value for your clients through qualified software recommendation
• Positioning as a holistic digital consultant
• Diversification of your revenue sources

The reality:

• It won't make you rich
• But: CHF 5'000-15,000 additionally per year is relevant for most consultants
• And: It scales over the years

The prerequisite:

• You must be able to recognize CRM needs (you probably already do)
• You must be willing to make concrete recommendations
• You must believe in the solution (otherwise it won't work anyway)

Your Next Steps

Interested? Here's how to start:

1. Arrange information conversation (30 min., non-binding)

   • Clarify your questions
   • Evaluate fit
   • Discuss partner process

2. Watch TecArt demo (30 min.)

   • Experience product live
   • Use cases for your customer types
   • Decide if you're convinced

3. Become a partner (15 min.)

   • Online form
   • Partner agreement
   • Access to partner portal

4. Make first recommendation

   • With the next suitable client
   • TecArt takes over from there

Or: Test first

Do you have a current consulting client with CRM needs? Let's evaluate together whether TecArt fits—completely non-binding.

Arrange Partner Conversation | Watch TecArt Demo | Read Partner FAQ

---

Related Articles

• Recurring Commissions vs. One-Time Sales – The better business model
• IT Consultants as CRM Recommenders – Parallels to IT consulting
• CRM ROI Calculation – Arguments for your clients