5. Architecture and engineering Construction Specialty trade contractors Commercial real estate and Property management Advertising Broadcast Film Music Publishing Accounting Consulting Legal IT Services Outsourced services Staffing Media and entertainment AEC and real estateProfessional services

6. Performance RelationshipsExpertise ExecutionResults

7. With foresight as well as integrated and flexible systems, firm leadership can optimize people and processes, streamline operations, deliver distinctive client experiences, and fulfill profitable growth objectives Bill rates Attrition Bid-to-Win Resource management Backlog On-time delivery Project margin EBITDA SPI Research

8. Level 5 Level 4 Level 3 Level 2 Level 1 30%25% 15%5% Bid-to-win ratio (per 10 bids)4.284.725.385.395.44 Deal pipeline relative to quarterly bookings forecast191%200%229%260%256% Employee billable utilization69%72%77%79%74% Projects delivered on time68%75%81%82%80% Annual revenue per billable consultant (k)$154$184$247$227$253 Annual revenue per employee (k)$138$150$200$210$231 Project margin29%33%38%45%44% Earnings before income taxes, depreciations and amortization (EBITDA) 6.7%6.4%12.6%15.7%28.8% At Level 4 the organization has implemented structured business processes and utilizes integrated information systems to assure there is “one view of the business.” “Maturity is determined through alignment and focus both within and across functions.” Source: SPI Research analysis for Microsoft based on 2014 and 2015 Professional Services Maturity™ Benchmark study data for 156 organizations with over 100 employees and an average size of 724 employees.

10. Competitive differentiation Market average

11. Segment average for lifestyle buyers

12. Relationships

13. Tridel’s “other customer” and virtual workforce Expertise

14. Execution

15. Streamline property closings Execution

16. Zero invoice goal Execution

17. Results

18. Source: Modified technology strategy framework by professor Rebecca Henderson, faculty at Harvard Business School Low High Low Client perception of value Difficulty to Copy Commoditization External Weapon E Sustainable Advantage D Internal Enabler A External Qualifier B External Differentiator C

19. Low High Low Client perception of value Difficulty to Copy External Weapon Sustainable Advantage Internal Enabler External Qualifier External Differentiator Icon border color key Integrated online property closing Zero Invoice Goal

20. Low High Low Client perception of value Difficulty to Copy Icon border color key Area color key Integrated online property closing Zero Invoice Goal

22. Low High Low Client perception of value Difficulty to Copy External Weapon Sustainable Advantage Internal Enabler External Qualifier External Differentiator Engagement Intelligence Transaction

23. Low High Low Client perception of value Difficulty to Copy External Weapon Sustainable Advantage Internal Enabler External Qualifier External Differentiator Internal Enabler Icon border color key Commoditization

24. Low High Low Client perception of value Difficulty to Copy External Weapon Sustainable Advantage Internal Enabler External Qualifier External Differentiator

25. MondayTuesdayWednesday 9:00 AM CS15A035 Ten ways to improve employee productivity with Microsoft Dynamics AX 2012 R3 ID15C550 Microsoft Dynamics CRM for project-based services firms: Case studies and lessons learned 10:00 AM 11:00 AM ID15A007 Microsoft Dynamics for U.S. government contractors 2:00 PM CS15C505 What's new: Microsoft Dynamics CRM 2015 for the Service Industries ID15A008 Microsoft Dynamics AX for project based services firms: Case studies and lessons learned CS15A034 Microsoft Dynamics AX 2012 R3 for project-based services firms 3:00 PM :30 CS15A004 Aligning business and IT strategy in project-based services firms CS15C504 From concept to close: How Innovation Process Management (IPM) helps drive revenue growth in project-based services firms 4:00 PM 5:00 PM CS15A037 How services firms can use Microsoft BI solutions with Microsoft Dynamics AX and CRM to gain a competitive advantage Color key