Sonoma Partners – Accounting Overview 2017

What is happening in Accounting firms today? Center of our universe What we’re selling People and partnerships Practice area/ Service lines Key revenue driver New Clients Wallet Share

Navigating the Unknowns Client Unknowns Sold/ unsold services Client and industry news Relationships with staff and other clients Internal Unknowns Who knows whom Who knows what Who met with clients when Process Unknowns Internal best practices Integrating marketing and biz dev How, when, and what thought leadership to send to client

How is this being accomplished? Push Information Auto Alerts to Staff Analyze sales cycles to refine processes Deliver information where people work Knowledge Sharing Align teamwork with compensation Centralize information Track all relationship with clients Collaboration Broadcast success socially Take discussions about clients off email Highlight best practices in action

CRM for Accounting Client Management Creating “One Firm” Strategic Marketing Creating “One Firm”

Client Management Collaboration/ Knowledge Sharing Identify Cross-Sell Opportunities Key Account/ Strategic Planning Relationship and Referral Tracking

Strategic Marketing Segmentation/ Targeted Communications Integration with Marketing Automation Tools ROMI Tracking Lead Scoring/ Assignment

Creating “One Firm” Streamlined Marketing List Creation Integrations to Time and Billing/ Practice Management Systems Highly Flexible Reporting Analytics and Deep Outlook Integration

How can a CRM System Help? CRM serves as a central platform that puts it all together. External data Client data Relationship/ Referral tracking Business process Marketing Automation Reporting + analytics

Sonoma Partners Accounting Clients

Plante Moran Plante Moran Project Fast Facts: About Plante Moran: Customer Success Story Plante Moran Project Fast Facts: About Plante Moran: # of employees: 2000 # of users in deployment: 1500 Platform: Microsoft Dynamics CRM Plante Moran leads as the nation’s 13th largest certified public accounting and business advisory firm, with a staff of more than 2,000 professionals in 22 offices around the world. The Challenge: The Solution: The Result: The marketing team needed a better way to more effectively manage leads from events and campaigns. Complex financial advisory workflows and processes required a way to be centrally managed. Upgrade from CRM 4.0 to Microsoft Dynamics CRM 2011 (we’ve since helped them upgrade to Microsoft Dynamics 2015). Integration between CRM and internal account platform. The marketing team now tracks all direct mail campaigns, events, and tradeshow leads in CRM. The upgrade incorporated automated workflows, including lead qualification and approval processes.

Grant Thornton The Challenge: About Grant Thornton: The Solution: Customer Success Story The Challenge: Limited visibility into account and contact records led to inefficiencies amongst their Sales Team. Their previous system was unable to access to information across multiple employee groups and practice areas. About Grant Thornton: Grant Thornton LLP is one of the world’s leading organizations of audit, tax, and advisory firms. They believe in establishing close client relationships and providing personalized service. The Solution: A single, standardized Microsoft Dynamics CRM Online solution. Enterprise mobility allows access to the CRM system on Windows 8 Surface devices. Grant Thornton Project Fast Facts: # of employees: 14,000 Platform: Microsoft Dynamics CRM Online The Result: The new mobile solution gives employees necessary functionality where and when they need it. Easier cross-team collaboration through integration between SharePoint, Lync, and Yammer. Visible and centrally located customer data, making sales processes more efficient and strategic.

Customer Success Story: Grant Thornton Since CRM was implemented:

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