1. May 2015 Sonoma Partners – Accounting Overview

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

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

4. Push Information -Auto Alerts to Staff -Analyze sales cycles to refine processes -Deliver information where people work How is this being accomplished? 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

5. CRM for Accounting Client Managemen t Strategic Marketing Creating “One Firm”

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

7. Segmentation/ Targeted Communications Strategic Marketing ROMI TrackingLead Scoring/ Assignment Integration with Marketing Automation Tools

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

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

10. 1. Deloitte 2. PwC 3. Ernst & Young 4. KPMG 5. McGladrey 6. Grant Thornton 7. BDO 8. Crowe Horwath 2015 AccountingToday Top 15 Firms 9. CBIZ / Mayer Hoffman McCann 10. CliftonLarsonAllen 11. CohnReznick 12. Baker Tilly Virchow Krause 13. Plante Moran 14. Moss Adams 15. Marcum

11. Sonoma Partners Accounting Clients

12. Customer Success Story: Grant Thornton Since CRM was implemented :

13. CRUSH Conference for Professional Services

14. CRM for Accounting Track customer relationships Identify cross-selling opportunities Streamline customer communication Deal visibility to improve forecasting Track customer correspondence Share internal knowledge

15. CRM for Accounting Creating “One Firm” Sales Effectiveness Marketing Campaign Management -Cross-selling and upselling -Clean data management -Mobility -Deal visibility to improve forecasting -Knowledge sharing -Collaboration -Consolidation of systems and processes -Define client ownership -Streamline customer correspondence -Custom communication