Blue Key CRM User Group Kansas City Introductions

Blue Key CRM User Group Kansas City

Introductions About Burns & Mc. Donnell Why Blue Key CRM A G E N D A Blue Key CRM Journey

INTRODUCTIONS

Introductions Project Start: August 2016 Version: Dynamics 365 for Customer Engagement (Online) Number of Users: 2, 000+ Implementation Partner: SAGlobal (formerly AEC 360) and RSM

Introductions SHAWN JIM ERIC SARAH JEFF ERIC STEVE DEANNA DERRICK MIRIAH

Executive Team RAY KOWALIK SCOTT NEWLAND PAUL FISCHER DAVID YEAMANS JOHN OLANDER STEVE NALEFSKI MIKE FENSKE RANDY GRIFFIN

Original Working Team LAWRENCE FIEBER CHRIS UNDERWOOD MARK SWANSON CHARLES CLINTON RON COKER JEFF GANTHNER DOUG RIEDEL

ABOUT BURNS & Mc. DONNELL

EXCELLENCE DEPTH COMMITMENT STRENGTH TOP 5% 50+ 100% MORE THAN TOP 500 DESIGN FIRMS OFFICES WORLDWIDE Who We Are EMPLOYEE- OWNED 7, 000 PROFESSIONALS

Where We Are

21 Foreign jurisdictions where we serve domestic clients 28 Foreign jurisdictions where we serve international clients 11 Countries with Burns & Mc. Donnell employees on-site

Key Industries and Markets We Serve

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Why Blue Key CRM

The Industry Challenge

The Company Problem 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. Opportunity Tracking Lists Opportunity Strategy Documents Proposal Management Plan Document Contract Review Online Share. Point Form Risk Criteria Spreadsheet Risk Review Spreadsheet Estimating Spreadsheets Go-No Go/Signature Approval Forms Sales Notes Sales/Revenue Forecasting Tools Resource Forecasting Tools B&P Project Set-up (Sales cost tracking) DFS Provisioning (Proposal document folder)

The User Desire 1. 2. 3. 4. 5. 6. Centralize client intel Map client account leads Centralize sales process and data Improved soft backlog and sales forecast reporting Pursuit go/no go and priority Sales accountability

Blue Key CRM Journey

Phase III Phase IV Phase V Relation ship Intelligen ce Pursuit Intelligen ce Business Intelligen ce Project Intelligen ce Leads & Opportunity management Business planning goals Marketin g Intelligen ce Digital asset management Resource Management with Eco. Sys Contact rescue Contact management Account strategy Contract review Risk Criteria Go/No-go profiles and data Pursuit Intel Model Resumes & Project History Marketing Campaigns & Lead Generation Agreements Risk assessments Voice of the Customer

ü Phase I ü ü Relation ship Intelligen ce Contact rescue Contact management Account management ü ü ü Contact syncing with phone & Outlook Who Knows Whom Org Charts Measuring Relationship Strength Marketing lists Client Account Intel Assigning Client Account Leadership Teams Client Relationship Planning

Phase II Relation ship Intelligen ce Pursuit Intelligen ce Contact rescue Contact management Account management Leads & Opportunity management Account strategy Contract review Risk Criteria

ü Phase II ü ü Relation ship Intelligen ce Contact rescue Contact management Account management Pursuit Intelligen ce Leads & Opportunity management Account strategy Contract review Risk Criteria ü ü ü Sales Forecasting Resource Forecasting Go/No Go/Pass Conversions Sharing Opportunities Assigning Pursuit Team Risk Review Capture Planning Competitive Analysis Contract Review ü ü ü ü ü Risk Review Tracking Teaming Partner Development Proposal Management Project Team Development Contracting Strategy Contract Review Contract Negotiation Opportunity Debrief Project & Agreement Booking

ü Phase III ü ü Relation ship Intelligen ce Contact rescue Contact management Account management Pursuit Intelligen ce Business Intelligen ce Leads & Opportunity management Business planning goals Account strategy Contract review Risk Criteria Go/No-go profiles and data Pursuit Intel Model ü ü CRM Dashboards CRM Charts Data Models Power BI Sales analysis Sales Accountability International Rollout

One Architecture US CAN BMc. D UK Contacts Companies Employees Orgs Rate Sheets Campaigns IN MEX PHL AZCO REFCHEM Opportunities Opportunities Contract Review Contract Review Agreements Agreements Projects Projects Sales Notes Sales Notes

Phase III Phase IV Phase V Relation ship Intelligen ce Pursuit Intelligen ce Business Intelligen ce Project Intelligen ce Leads & Opportunity management Business planning goals Marketin g Intelligen ce Digital asset management Resource Management with Eco. Sys Contact rescue Contact management Account strategy Contract review Risk Criteria Go/No-go profiles and data Pursuit Intel Model Resumes & Project History Marketing Campaigns & Lead Generation Agreements Risk assessments Voice of the Customer