November 2015 Sonoma Partners – A/E/C Overview

Common Business Challenges for A/E/C Firms Multiple Data Sources Redundant and Inconsistent Data No Single View of Clients Hard to make go/no-go decision

CRM for A/E/C Proposal/ Document Managemen t BizDev Effectiveness Improving Win/Hit Rates

Track MSAs, NDAs, Contracts, and Proposals Proposal/Document Management Proposal Generation Simplify Processes and Consolidate Databases Track Employee Skillsets and Certifications

BizDev Effectiveness Match Current Pursuits with Historical Projects Sector/Market Profitability Reporting Backlog Tracking Win/Hit Rate Reporting Competitive Analysis ForecastingProposal Pipeline Tracking

Managing Historical Project Data Improving Win/Hit Rates Complete View of Customers and Relationships Social Collaboration Profitability Analysis

Proposal Generation and CRM You need a central platform that puts it all together. Data from Shared Drive Project Management Data Employee Experience Financial System Data Client Information Boilerplate Text and Images

Sonoma Partners A/E/C Clients

‐ Dynamics CRM evolution: ‐ Inconsistent processes for biz dev and account management ‐ Resistance to sharing customer info ‐ Limited strategic emphasis on customer engagement and increasing series ‐ Disparate, disconnected systems ‐ No single measurement of pipeline ‐ Migrated from Deltek Vision and Salesforce.com Customer Success Story: Amec Foster Wheeler 450 hours saved per week on pipeline planning

CRUSH Conference for Professional Services

CRM for A/E/C Pipeline TrackingIdentify cross-selling opportunities Proposal Generation Document Management – track RFPs, MSAs, NDAs Deal visibility to improve forecasting Track employee skillsets and certifications