Digital Transformation

5 minutes with Ashley Raman, Digital Transformation Consultant

People or process – what is the most important element of a transformation project? Dynamics Group Transformation Consultant, Ashley Raman, says people always come first. We sat down with Ashley to find out more.


Describe your role in one sentence.

As Transformation Consultant for the Dynamics Group and an IT professional for the last 18 years, I’ve had the pleasure of working with many interesting clients across various industries, helping them to strategise and standardise their processes and technology stack to reduce waste, produce maximise ROI and futureproof their organisations.


What’s your secret to success?

I could never have achieved these successful outcomes on my own – I was part of high achieving teams that supported each other and, most importantly, enjoyed working with each other in providing value to our clients. This is true of our Dynamics Group team today. We are a fascinating group of individuals whose core belief is to produce exceptional results.


Digital Transformation


So, what drives the Dynamics Group team?

Our philosophy is to build Trust, work in Collaboration, ensure complete Responsibility and implement Long-Term Success strategies to our solutions.

There four pillars are at the foundation of everything we do.


Tell us more about how these four pillars help create success for your clients.

Let’s start with trust. We believe it needs to be earned. At Dynamics Group, from the initial engagement, we trust that our clients will feel connected and confident in our team and our ability to deliver amazing results. Our people also need to trust themselves, and the other players within the team.


Collaborationwith our clients is our recommended approach because it is proven to yield results and increase productivity. We have a motto: “One Team, One Voice, One Goal”. In other words, we can achieve great things together with you, our client.


Responsibilityis something we consider as imperative in our line of work and we take it seriously. We take pride in our team, our work and believe that it is our responsibility to be completely transparent with our clients at all times. We will tell you the things you may not want to hear; we may at times disappoint you with our honest reviews and answers. But we feel if we were to do anything else, it would go against our philosophy.


Finally, ourlong-term success strategy is to ensure our clients remain satisfied with our implementation long after we have completed the project. We think about the pain points you may experience in the future and will work with you to ensure a flexible, robust and sustainable solution that is fully functioning. We are not just thinking about what you need right now; we hope to lay a solid foundation for your future needs.


(Learn how our philosophy works in this article on the five habits for a thriving business)


What role do people play in the process?


I believe whole-heartedly that people are our true assets. The People & Culture element within any company is pivotal to its success and, at Dynamics Group, it helps us foster longstanding relationships. Having the right people will improve your company culture and help you to achieve and overcome any challenges or obstacles. I know I’ve been fortunate and worked with many amazing people who were the assets of their departments and organisations.


Anything else you’d like to add?

Reflecting back on my own experiences, I would like to take this opportunity to thank the many exceptional, kind, patient and talented work colleagues and clients, past and present, for all your help. I have thoroughly enjoyed working and solving problems with you and look forward to working with you soon on future collaborations!


Contact us to find out how our team can help you get the best out of Dynamics 365.

Build A Thriving Business

Build A Thriving Business Around These 5 Habits

Build A Thriving Business

As Virgin entrepreneur Richard Branson says, “To be successful in business, and in life, you need to connect and collaborate.”

This can be easier said than done, so how do you achieve this in business?

The fundamental driver of our success at Dynamics Group has, and will always be, our people working together. Read on to find out how we achieve this with five habits, plus practical tips to help you bring them to life:

Habit 1: Work together as one dynamic empowered team

Today’s teams are more diverse, digital and dispersed than ever before. The challenge for businesses is to overcome these challenges to build one dynamic empowered team. How?

Value everyone’s uniqueness and views, while proactively working towards common goals. Teams cannot be inspired if they don’t know what they’re working towards, so make sure their goals are explicit.

Business Takeaway: Consider implementing a user-friendly collaboration platform. Experiment with programs that make it easier to share and edit files, manage projects and track progress departments and workspaces.

Habit 2: Build out the predictive power inside your organisation

 Embrace the innovative spirit of your organisation to explore new opportunities. This doesn’t mean hiring people who tick the stereotypical box of “innovative” (confident, full of ideas and energetic); rather, work on unleashing the potential of your existing team. Inspire your people to step up, push forward and redefine processes and ideas.

Empower your people to be brave and bold, and to encourage others to do the same. Learning is key to success here, so provide opportunities for your people to continually learn, discover and explore their creativity.

Business Takeaway: Dedicate budgets to collaborative projects and learning opportunities.

Habit 3: Never give up until your customers are 110% satisfied

The customer is king. So, unless you are working to ensure they are 110% happy, what’s the point? The key to achieving this is to continually engage your customers throughout the entire lifecycle, as we strive to do at Dynamics Group. We always go the extra mile and are continually looking for ways to improve and optimise our customer operations.

In the words of the ultimate role model for customer service, Richard Branson: “The key is to set realistic customer expectations, and then not to just meet them, but to exceed them—preferably in unexpected and helpful ways”.

Business Takeaway: Don’t fly blind. Ask your customers what’s important to them, then work on giving it to them.

Habit 4: Be straight-up and to the point with all your communication

Honesty is always the best policy, especially in business. According to research by Culture Amp, open and honest communication is one of the top ten drivers of engagement. Why does that matter? Because engaged employees are more likely to stay with an organisation, be more productive and take fewer sick days.

Focus on being honest and transparent with your customers too. This means addressing issues as they arise, rather than pretending they don’t exist. As Bill Gates said: “Your most unhappy customers are your greatest source of learning”.

Business Takeaway: Make it safe to communicate. Encourage your people to communicate regularly, honestly and openly.

Habit 5: Get it done, have fun and share the learnings

There’s a lot to be said for accountability. If you can take full ownership and deliver with a smile, you will gain respect from customers. Remember that every single person in the team is responsible for company culture.

They should all know the goals and set out to achieve them. But this shouldn’t be at the sacrifice of fun. According to a Bright HR study, fun at work can reduce absenteeism, increase productivity and lower stress levels.

 Business Takeaway: Find ways to incorporate play and creativity into every day, from writing a weekly update email to meetings.

Final Thoughts

Effective teamwork is the secret behind growth and success in any business. That’s why we put it to work every single day with the goal to become the best Dynamics 365 consulting team in Australia. Contact us to find out how our team can help you get the best out of Dynamics 365.


Lead Management: Build Your Sales Pipeline With Dynamics 365

lead managementAre you in control of your sales pipeline? The more you can manage your sales pipeline, the more likely you are to make sales and increase revenue. Lead Management is critical to your sales success.

Before we dive into strategies, let’s go back to basics:

What is sales pipeline management?

Sales pipeline management allows you to track open sales opportunities as they move through your sales process. It shows all your individual sales opportunities and where they are against each of the sales steps that make up your sales process (your sales pipeline). This increased visibility into your sales process allows you to analyse problem areas in each stage of the pipeline and – this is the important bit – take the right actions to turn leads into fully satisfied repeat customers.

Sounds simple, right?

Yet, a recent study of sales managers found that 63% think their companies do a bad job of managing their sales pipelines.

So, how do you manage your leads to successfully build your sales pipeline?

That’s where your CRM comes in. But it’s not enough to sign up to the latest CRM technology and start plugging in leads. You need to use your CRM effectively to capture data, analyse information, prioritise leads, and take action – all while saving time. In other words, to sell faster, smarter and better.

Lead Management - Here are 7 ways to use Dynamics 365 to build your sales pipeline:

1. Customise your pipeline to match your sales process.

Every sales team works differently, so when it comes to a CRM, one solution does not fit all businesses. Start by making sure your CRM is working the way you work in real life. Whether you have an established sales process or you’re starting from scratch, adapt Dynamics 365 to create your ideal process. The good news that Dynamics 365 includes a “business process ribbon” that allows you to easily mirror your proven sales process.

2. Know where every deal is in your sales pipeline

Never let a lucrative deal slip through the cracks again. Use your CRM to track your sales pipeline and identify what to do next. Dynamics 365 dashboards enable you to capture, track, and understand your contacts and leads by the numbers. You can see opportunities based on emails, calendar and customer interactions, and the estimated days until the deal close. Delve even deeper to see whether the client has opened an email, replied or opened an attachment to see if they’re engaged. Using relationship insights, this data is surfaced to your sales team quickly and simply.

3. Prioritise your leads

Don’t waste time chasing unqualified opportunities. Prioritise your leads depending on how likely they are to close. Dynamics 365 allows users to generate an analysis of customer relationship and predictive lead scoring, so you can generate a list of sales-ready leads to contact. Not only does this save you valuable time and effort, but it can also increase conversions by as much as two or three times.

4. Use personalised insights for lead nurturing

Annoying, irrelevant emails are the last thing your prospects want. You need to make sure content, tone and timing of every interaction are relevant to each prospect. How? Look to the treasure trove of information waiting in your CRM. Dynamics 365 provides suggestions for relevant content based on what you're working on and who you're working with. Also, by integrating Dynamics 365 with LinkedIn, you can pay attention to the topics they discuss to drive more personalised and meaningful engagement that moves relationships forward.

 5. Know where leads are coming from

 Are your leads coming from organic search, referrals, social media, email marketing? If you know where your best leads are coming from, you can invest in those marketing and sales activities that are contributing most. To get a good read of where your leads are coming from, your Dynamics 365 CRM simply needs to be integrated with your marketing automation software. Lead management and nurturing should also be a top priority.

6. Motivate and manage your sales team

Take advantage of activity dashboards on your CRM as the way of keeping your team motivated and on track. Dynamics 365 lets you monitor your team's activity and see pipeline gaps that need to be closed. Now you can rally your team around the right deals. You can also pair activity reports with key revenue metrics to see any correlation between activity and results. When a rep sees all their calls and meetings against their closed and open deals, they’ll recognise how their activity is leading to revenue and be motivated to do more. In short, by using your CRM, you can work better as a team and drive results.

7. Automate tasks and save time

 Time is Kryptonite for sales leads. They must be actioned quickly and early. Otherwise, you miss the opportunity and your conversion rates suffer. That’s why you need to use your CRM to automate tasks and save time wherever you can. By automating time-consuming and repetitive tasks like data entry, you can send more emails, make more phone calls, and hit your quota. With automated email tracking, you know the second a lead opens an email or downloads an attachment so that you can send a perfectly timed follow-up.

 The bottom line: Master your sales pipeline, and you’ll master your results.

Are you struggling to use the sales pipeline productively? Start using Dynamics 365 to take control of your sales pipeline today. We can help you better manage your sales process, lead management process and sales pipeline. Just ask us how


Australia's Best Dynamics 365 Consulting Team

Australia's Best Dynamics 365 Consulting TeamAustralia's Best Dynamics 365 Consulting Team. At Dynamics Group, we have a razor-like focus on being the best Dynamics 365 consulting team in Australia.  Being the best, takes focus, dedication commitment as well as experience and expertise.

Read more

Change management dynamics 365 how

Change Management for Dynamics 365 - How

Change management dynamics 365 howChange Management - The Fundamentals

In The previous blog post, we addressed Why Change Management is vital to a Dynamics 365 project.  Now let's look at the How. The core element of change revolves around people. People are at the centre of the source and impact of change management. Ensuring early collaboration between individuals at the beginning of the change journey will eliminate doubt and build confidence towards embracing change.


As defined by Prosci, the 5 building blocks for Successful Change for individuals are known as ADKAR:

  1. Awareness
  2. Desire
  3. Knowledge
  4. Ability
  5. Reinforcement


Understanding the reasons why the change is required and the risks associated with not changing is the first part of the journey. Organisations should always articulate clearly the nature of the change, why the change is needed and the risks of doing nothing in order to achieve adoption.


Once a need for change has been identified, and the understanding of why it is required is embraced by an organisation, an individual's thought process will instinctively seek out the answer to 'What's in it for me''? This second stage is important not only for the individual asking the question but also to the organisation. The organic buy-in and participation of an individual is critical to the success of the change.


The third building block of successful change is the 'Know How''. The organisation is responsible for providing individuals with all the right tools and processes and training in order for individuals to adapt to the change. This can be done by various methods of communication and engagement. Training materials should be readily available as well as moral support during this stage.


Whilst Awareness, Desire and Knowledge are the key preparation stages of change, this stage is about the actual implementation of the change. It is here that an organisation, as well as the individuals involved, will be offered a glimpse into how successful the change has been embraced and adopted. The indication is around the Usability of the desired change or amended behaviour as intended at the start of the change journey.


The final building block of the change journey is about ensuring the commitment of individuals to the change process and embedding the change process into the wider organisation culture for more sustainable outcomes.

Source and Impact

All five of these elements have to be clearly defined and communicated in order for individuals to Embrace, Adopt and Use. Without understanding the full reasons for the source of change and the impact of not changing, the successful change adoption will be hindered. Successful Change Management within a Dynamics 365 implementation relies heavily on individuals acceptance and confidence, it is more than just a state of mind, the individual not only has to believe but also needs to proactively act on that belief.

Change Management for Dynamic 365 Why

Change Management for Dynamic 365 - Why

Change Management for Dynamic 365 WhyWell-targeted Change Management plans and actions are just as important to the success of a Dynamics 365 implementation as is Project Management.  Unfortunately, most businesses favour Project Management over Change Management.

Project Management is more about the technical delivery side of the new Dynamics 365 system, but as we all know, people are the ones using the new system.  If they don't want to use it or are emotionally against it, then the success of the project and all of the expected Business Intelligence are at significant risk.

The importance of quality Change Management for Dynamics Implementations

Change Management focuses on the People side of the implementation.  Its core focus is on the individuals for the new system:

  • Embracing
  • Adopting
  • Using.
Change Management focuses on the People side of a Dynamics 365 project


All businesses are affected by change.  Whether you have 20 or 220 staff, when implementing a Dynamics 365 system you will need to be mindful of the impact on your team.  Be careful not to think that a few emails sent out to all staff during the project will suffice.  Your communication needs to be tailored to suit different people and the different teams/divisions within your organisation, as the impact new systems will have will be different for your varied divisions and people.


Risks and costs for not managing change

  • Loss of projected financial benefits
  • Lack of employee adoption
  • Failure to meet project objectives (overall failure, delays, restarts/rework, budget overruns)
  • Negative employee reactions (attrition, morale, resistance)
  • Negative organisation impacts (low productivity, operational delays, culture)
  • Negative impact on customers


Project Success

The single most important success factor in any Dynamics 365 implementation is user consumption.  By focusing on bringing your users along for the journey and managing the change successfully, your project is 94% more likely to meet its objective.


Images by Prosci. Prosci provides tools and training programs for change management practitioners, executives, senior leaders, middle managers, supervisors, frontline employees and project teams.


Change Management for Dynamics 365 - Perspectives

Change Management For Dynamics 365 PerspectivesThere are two perspectives when it comes to change management.

  • Individual
  • Organisational

The previous blog article stepped through the Five Building blocks for a successful change from an individual's perspective.
This article will explore the Greatest Contributors to Change Management Success and their unique roles.

Change Contributors

Prosci’s Change Management Best Practices study found that the following were the greatest contributors to a successful change management program:

  1. Active and visible executive sponsorship
  2. Structured change management approach
  3. Dedicated resources and funding
  4. Project Management integration
  5. Employee engagement and participation
  6. Frequent and open communication
  7. Engagement from middle management

Change Management perspectives

It takes an entire organisation to manage change successfully, it is fair to say that the approach and buy-in should begin at the top.
Executives and senior managers are the sponsors of the initiative for change. Their role is to choral the organisation into embracing the change and bring on awareness.

Middle management is the coaching team responsible for providing support and high-level processes around the change initiative.
Together the Programme/project team are the Enablers of change. The responsibility of ensuring individual voices are heard and the transparency of change is widely communicated to the wider organisation is vital to its success.

Benefits of Managing Change

All contributors have a part to play within an organisation in order to successfully implement change.
There are many positive outcomes when change is managed successfully.
Standardisation and simplification of processes will indirectly lead to the effort being spent in the areas where it is needed the most. Often these activities will contribute to the organization's triple bottom line.

The other benefit is around the end user - ensuring individuals have Adopted, Embraced and Used the newly changed process/system will harness the best productivity of that individual making room for more innovation and generally a happy and balanced working environment.

We hope these three brief posts on Change Management with a Prosci flavour have highlighted the importance of teamwork and planning and have demystified the tremendous stigma associated with Change Management.

Successful Change Management is not scary. It is about being consistent and transparency to all people who will be touched on the change journey. It's about Individuals as well as organisations.

Mastering Business Sales Training

Mastering Business Sales Training Program

Mastering Business Sales Training Program

Designing and implementing systems to make every business more effective and efficient is what drives the Dynamics Group team every day.  While we use Microsoft Dynamics 365 as the tool to automate and streamline businesses we strongly believe CRM is not about software, nor is it about technology, it is about business results which is why we have developed our Mastering Business Training Program.

Mastering Business Sales Training Program

Delivering exceptional business solutions requires more than knowledge on how to configure software or write code. Our team always think business strategy … if it was our business what would we do? We need to almost think and act like a business consultant or coach, but we are not any of these. While we might think like a business consultant, our expertise is in designing, creating and implementing technology systems to better run the business.

We build these systems using our preferred technology tool … Microsoft Dynamics 365.

At Dynamics Group, we have carefully selected business focused, technology consultants.  Some of the team have run their own business previously others have ambitions to run their own business.

As an organisation, we have chosen to embrace our team's inner Entrepreneurial spirit, as it is this desire to understand business that ensures we deliver the best CRM systems possible.


The Dynamics Group team are students of business, just as we are students of technology.  To ensure we maintain focus on the big picture. Dynamics Group runs monthly, Mastering Business Training Courses. We invite Australia’s leading Business Consultants to educate our team on the best practices in their field of expertise.

Mastering Business Sample Topics

  • Sales - Best practices of highly effective sales teams
  • Communication - How to ask the right questions and how to truly listen to get to the fundamental requirement
  • Team Building – What business can learn from leading sporting teams
  • Social Media – How to strategically design and implement effective social media campaigns
  • Marketing – Success stories on implementing marketing automation campaigns
  • Leadership – How CEO’s, CFO’s and COO’s think, how to resolve their pain points and achieve their targets


Being business minded is a core benefit to our customers and a key differentiator to our competition. Plus our team enjoy the personal development.

We believe we have the most business-focused Dynamics 365 consulting team in Australia.

Close more deals with insights from Dynamics 365

Close more deals with insights from Dynamics 365

The tools in the Microsoft Dynamics 365 suite allow you to improve customer experience and close more deals, making it the perfect sales partner, but how does Dynamics 365 achieve this? Dynamics 365 provides you with a number of tools that you can use to boost your sales:

  • Artificial intelligence provides you with additional sales insights that help you plan for the future.
  • Dynamics 365 for Sales and Linkedin Sales Navigator help you create the right connections that can help fuel your business.
  • Simplify selling by linking business processes with Office 365 and Dynamics 365.
  • Analytics dashboards use historical and predictive data to improve visibility and boost sales.
  • Customisable solutions that integrate with other applications and services and further improve your sales potential.

Microsoft explored how three companies took advantage of Dynamics 365 to boost their sales:


Swarovski, sellers of premium crystals and related services, were looking for a solution to boost performance and mobility. Thanks to Dynamics 365's ability to provide employees with up-to-date information through a variety of platforms, including mobile devices, employees were able to work more efficiently and proactively.


Kennametal offers a variety of services and products including metalworking and wear-resistant surfaces. Kennametal saw the potential in Microsoft's cloud-based services, including Azure, Office 365 and CRM online. The company implemented a Dynamics 365 solution that allowed them to create a cohesive strategy between their sales and marketing teams, thanks to the CRM tools that provided them with the information they needed.

For the Kennametal sales team, they specifically saw:

  • a reduction in the time spent on administrative tasks
  • increased visibility for management


Marston's is a brewing business that decided to take advantage of Dynamics’ social listening tools to understand how their customers felt about their brand, whether it was in regards to the drinks that they sold or the pubs that they ran. Dynamics 365 gave them the ability to analyse the data around customer sentiment, something they hadn't been able to do before. This enabled them to react quicker and faster to changes in customer sentiment. They also used Dynamics 365’s mobile tools to assist their area managers and improve their efficiency. Instead of needing hard copies of information, area managers could now access information in the cloud.

Close more deals with insights from Dynamics 365

Dynamics Group understands that exceptional customer experiences help drive your sales. You can create a foundation for this exceptional customer experience using Microsoft’s Dynamics 365 suite.

For more information on Microsoft Dynamics 365 for Sales, contact Dynamics Group today.


Dynamics 365 Project Service Automation is designed to equip you with the tools you need to manage a project from start to finish.

5 Reasons Why Your Business Needs Dynamics 365 Project Service Automation

Dynamics 365 Project Service Automation is designed to equip you with the tools you need to manage a project from start to finish.

Dynamics 365 Project Service Automation is designed to equip you with the tools you need to manage a project from start to finish. But what benefits does project service automation bring to the table?

Here are a few of the advantages Of :

  1. Improve your project planning process
    Templates are a key part of project automation that your employees can take advantage of in order to improve project planning. If you have Microsoft Project, you can further automate your project planning processes by integrating it with Dynamics 365 so that you can get more done quicker.
  2. Assign the right people to the task at hand with machine learning
    The option to save time and avoid errors by using Microsoft Azure’s Machine Learning. How does Azure Machine Learning allocate these resources? The machine learning system first identifies the requirements for each project. After these elements have been established, it assigns an employee with the necessary skills and experience to ensure the project is completed as efficiently as possible.
  3. Better time and expense management
    Automation tools can assist you with the various tasks that make up your process flows, including submitting information, assigning customer data and updating project statuses. These tasks are also simpler to handle manually thanks to the ability to interface with project management via a desktop, web browser or mobile application.
  4. Integration with Office 365 for improved collaboration and management
    Integration between Dynamics and other Office 365 tools allows for better collaboration and project management. This is all thanks to the ability to track the status of different project assets easily within Dynamics itself, improving overall project efficiency. Teams are also able to communicate updates in real-time within Dynamics 365, ensuring that all members on the team are kept up-to-date on the different project tasks, again boosting organisation productivity.
  5. Recognizably Microsoft
    Learning a new and unfamiliar tool can be a difficult process for any employee. However, thanks to the fact that many employees are already knowledgeable with Office 365’s tools, adapting to Dynamics 365’s interface is much easier.

Whether you need to create contracts or quotes, manage the budget and costs or make sure that deadlines are being handled, the tools in the Dynamics 365 suite will help you keep your project running smoothly.

At Dynamics Group, we believe technological tools should allow you and your staff to deliver exceptional customer experiences. We help you achieve this by combining all your client experiences into unified, cloud-based technologies that are powerful and simple to use.

For more information on how Dynamics 365’s Project Service Automation tools can help your business, contact Dynamics Group today.