BUSINESS DEVELOPMENT. Discover, Leverage, and Win More Business with a Complete Software Solution

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1 BUSINESS DEVELOPMENT Discover, Leverage, and Win More Business with a Complete Software Solution

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3 BOOST SALES WITH POWERFUL BUSINESS DEVELOPMENT TOOLS To stay ahead of the competition, draw upon the unique relationships and experiences that set your firm above the rest. To thrive in today s business world, legal and professional services firms must win new business while cultivating and growing existing client relationships. To do so, however, requires a multi-faceted approach: You must be able to deeply mine your client and prospect data and, when the opportunity arises, quickly harness and highlight your firm s distinctive talents to win the business. Thomson Reuters Elite has the business development solutions you need to unlock the power of information, drive successful marketing and business development initiatives, and ultimately grow your firm. Whether you are looking to generate proposals, effectively engage customers, manage enterprise relationships, or harness data on attorney experience, Thomson Reuters Elite has what you need. Business development is a key component in Thomson Reuters Elite s end-to-end enterprise business management solution. Our business development offerings start the business life-cycle and are the thread that runs through all firm management activities. As part of its business development offering, we provide tools your marketing and business development professionals need to enhance client insight and leverage it into future business growth. CHALLENGES FIRMS ARE FACING TODAY: Companies are handling more legal work in-house, taking those opportunities off the market. Profits from your current clients aren t growing as quickly, if at all. To win new business, you need a complete picture of prospects and even of existing clients to best sell your advantages. You need an integrated solution for business development, not isolated systems. 3

4 ACTIONABLE TOOLS FOR THE COMPLETE BUSINESS DEVELOPMENT CYCLE AN INNOVATIVE AND GLOBAL LEADER Thomson Reuters Elite offers an end-to-end enterprise business management solution that allows law firms and professional services organizations to run all operational aspects of their firms including business development, risk management, client and matter management, and financial management. For over 60 years, we ve demonstrated we understand the business and financial aspects of firm operations with proven tools that streamline processes to increase visibility and workflow efficiency across the organization and provide the flexibility to change and grow your business. Thomson Reuters Elite s law firm business development solutions deliver greater productivity and help you provide clients and prospects with the information they need, when they need it. Efficiencies are gained with business development offerings that are simple to use and work seamlessly together. The flexibility and user friendliness of the product has been embraced by users at the firm. Users can adjust the search and results screens and criteria without the need for any technical training, and they can share searches with other people in the firm. Jillian McFarland Marketing Offier Gide Loyrette Noel MANAGEMENT ENTERPRISE RELATIONSHIP PROPOSAL GENERATION EXPERIENCE MANAGEMENT CE EXPERIENCE R MANAGER C EXPERIENC XPERIENC EX M T CTNET CONTACTNET C AC ONTA CO CONTA C M CONTAC C T MA T BUSINESS DEVELOPMENT SOLUTION T MANAGER ER GENERATOR CUSTOMER RELATIONSHIP A RELAT MANAGEMENT GE IONSHIP P ENERAT PROPOSAL A O ROPOSA PROPOSAL GENERATION Business Development

5 CONTACTNET ContactNet is an enterprise relationship management solution that enables your firm to leverage its entire extended relationship network to enhance business development performance. You can identify new targets, prevent missed opportunities, monitor client engagements, and evaluate the success of client development efforts. ContactNet s sophisticated search tools, customer relationship analysis capabilities, and comprehensive reporting solutions enable you to identify hidden relationships and contact history up to 60% more than your CRM solution alone and without manual data entry. CONTACT MANAGER Contact Manager is a fully integrated CRM solution that combines contact and list management with marketing and Web form integration for campaign planning and management. You gain tailored attorney workflows, automated marketing campaign execution, and contact engagement through website integration all from a single, easy to implement solution. EXPERIENCE MANAGER Experience Manager centralizes the details of your law firm s extensive experience so you can easily employ it for business development initiatives and attract new clients. Pitches, Web site publishing, newsletters, and advertisements can all benefit and be strengthened with detailed information of your lawyers deep experience and talents. Experience Manager enables you to quickly develop a compelling story quickly and effortlessly. PROPOSAL GENERATOR Proposal Generator gives you the powerful and intuitive tools needed to create unique pitches in minutes instead of hours. Your firm s collective pitch knowledge and proposal content are centralized in a single, user-friendly system that eliminates the time consuming scramble for scattered information and increases win rates. 5

6 UNCOVER AND UTILIZE KEY RELATIONSHIPS WITH CONTACTNET With ContactNet, you can quickly gain comprehensive relationship intelligence with no additional data entry or maintenance. ContactNet serves clients in several unique ways: Automatic data capture: Automatically captures relationship data by monitoring multiple data sources (each optional) Proven relationship strength analytics: Implementing a complex algorithm, ContactNet ranks colleagues relationship strength and those with the strongest relationships surface to the top of search results Relationship alerts: Receive alerts notifying you about significant events that impact one of your key client or prospect relationships, such as one of your colleagues communicating with one of your clients Privacy layers: Advanced data filtering and highly customizable privacy configuration options enable you to control what information is shared Firms make major investments in acquiring and building client and prospect relationships. Yet many times these critical relationships remain untapped stored in systems and uncaptured by CRM tools and are ultimately unleveraged for business development purposes. ContactNet has been solving this challenge for firms worldwide, turning these missed opportunities into business assets for nearly a decade. Using ContactNet, you can achieve significant improvements in new sales, account management, marketing automation, and executive intelligence. In addition, ContactNet provides social network analysis capabilities that enable your firm to develop a more complete social profile of your clients and prospects. GAIN COMPREHENSIVE RELATIONSHIP INTELLIGENCE QUICKLY AND EASILY ContactNet adds relationship intelligence to your business development and marketing processes and can working independently or can integrate directly with your CRM system. ContactNet uses sophisticated search tools, customer relationship analysis capabilities, and comprehensive reporting solutions to automatically identify and classify data across the entire extended network of your company s relationships sometimes over 50% more than within your CRM solution alone and all without manual data entry. ContactNet examines address books, logs, calendar entries, telephone systems, CRM systems, financial system entries and more, looking for untapped relationships that you can turn into business assets. When combined with Thomson Reuters Elite powerful market information solutions such as Contact Manager, ContactNet provides you with the unique ability to measure and act upon those relationships to retain and develop clients. ContactNet also provides powerful social network analysis software that allows your firm to stand out in a time when social business is becoming increasingly prevalent. Business Development

7 ContactNet gives you the ability to see not only who you know, but how well you know them, so you can find and leverage your strongest relationships. Across your organization, ContactNet provides key tools to help you win new clients, retain existing relationships, and quickly obtain key information on your relationship histories and which relationships need more focused attention. ContactNet enables you to easily cultivate sales opportunities by providing quick and easy tools that automatically capture and update relevant information. With the information on existing clients, you can more effectively manage existing accounts and act quickly based on customer relationship intelligence. Relationship alerts such as the New Relationship Analysis report notify you about significant events impacting a key relationship, such as a colleague communicating with one of your key contacts and how often your clients are contacted and by whom. Highly customizable privacy configuration options allow you to control what data is shared with whom, while protecting personal or private information. ContactNet s advanced and robust customer relationship analysis tools provide the executive intelligence you need with unsurpassed reporting capabilities. With ContactNet, you can find prospects and new hires, while also driving and supporting your firm s cross-selling, client management, business development, and talent management efforts. This Thomson Reuter Elite enterprise relationship management solution highlights and makes easily identifiable your strongest relationships so you can employ them for your firm s key initiatives. Leveraging this asset has resulted in more collaborative and successful business development practices and has also contributed to the efficiency of other processes where understanding relationships is important, like conflict clearance. David Gregson Chief Information Officer Kilpatrick Townsend 7

8 ACCESS KEY RELATIONSHIP INFORMATION INSTANTLY WITH CONTACT MANAGER With Contact Manager, you can turn contact data into opportunities with an automatic business development solution that centralizes and streamlines the planning and management of campaigns and maintains relevant contacts. Contact Manager also enables you to: Centralized contact and list management: Quickly identify key relationship data to help drive additional business opportunities Automatic synchronization: Reduce the effort needed to capture and maintain contact data Activity tracking and analytics: Increase visibility of your contacts and their engagement with the firm Web site integration with contacts: Encourage communications between contacts and your firm with Web site integration for event registrations, subscription management, contact data updates, and surveys. Three straightforward concepts efficiency, effectiveness, and engagement are the unifying hallmarks of any successful business development initiative. Finding an all-in-one solution one includes both lawyer and firm contacts and uses automation workflows that delivers on these concepts can be a challenge. Contact Manager meets this demand, delivering a flexible, integrated, end-to-end marketing and business development workflow that will meet your firm s unique requirements. STREAMLINE DATA DEPLOYMENT, LEVERAGE FIRM DATA, AND ENGAGE ATTORNEYS AND CONTACTS Contact Manager provides a centralized comprehensive view of your firm s contacts and relationships, pulling from data sources across your firm, including from ContactNet results. This fully integrated law firm CRM solution is designed to increase efficiency in your marketing and business development departments by making important information instantly accessible and easy to use. The proprietary Data Migration Core (DMC) technology uses a standardized approach to migrate, de-duplicate, and clean up the data, with 30 to 50% less effort. Contact Manager s integrated solution provides centralized contact and list management, as well as a holistic view of relationships and engagement. You gain tailored attorney workflows, automated marketing campaign execution, and contact engagement through Web site integration all from a single package. Empower and engage your firm s attorneys and administrators through an intuitive Microsoft Outlook interface, which focuses specifically on the workflows they care about. Contact Manager also enables firm contacts to introduce themselves and engage with your firm using Web site integration for event registrations, subscription management, contact data updates, and surveys. Business Development

9 EMM Statistics: Create rich html marketing communications and track user engagement and success metrics. Contact Manager helps you turn your firm s contact data into opportunities for business development and growth. From easy development of marketing communications to increased visibility of contacts and their interactions with the firm, to leveraged firm relationships within marketing and business development workflows, Contact Manager is the engine that makes it all possible. We not only announced a new office and logo, but also successfully reinforced and elevated our position in the local legal marketplace. We would have never been able to do that if we didn t have Contact Manager. Tiffany Truffo Director of Marketing Haight Brown & Bonesteel LLP OL Add to List: Publish lists to attorneys and secretaries for them to view list details, and sponsor contacts to lists through a user-friendly interface imbedded in their daily use of Outlook. 9

10 MAXIMIZE COLLECTIVE KNOWLEDGE AND TALENTS WITH EXPERIENCE MANAGER Experience Manager enables you to store, manage, and use your lawyers collective experience for business development initiatives. Experience Manager gives you an edge in marketing your talent in several ways: Powerful tools to reduce assembly and creation: Enable users throughout the firm to find and insert approved firm experience into client facing documents Powerful search capabilities: Enable quick collaboration with Shared Saved Searches and Views which provide quick, one-click access to experience that can be securely shared with colleagues Complete integration: Proposal Generator from Thomson Reuters Elite provides a proposal automation solution that seamlessly works with Experience Manager content on a single platform Flexible data model and screens: Intuitive tools to enable nontechnical users to manage practicespecific experience profiles and information The collective experience of your firm s lawyers is a powerful marketing point. But you need to be able to market more than the superficial facts such as the names of your partners or the number of years your lawyers have been practicing. A compelling message is only built by including specific, recent, and relevant details, such as client, experience, practice, industry, geography, and financial information. BRING ALL THE TALENTS OF YOUR FIRM TO THE FOREFRONT Experience Manager enables you to store, manage, and use all of this information, so you can easily employ it for business development initiatives and attract new clients. Pitches, Web site publishing, newsletters, and advertisements can all benefit and be strengthened with detailed information of your lawyers deep experience and talents. Experience Manager makes it simple to find this key data. With a few clicks, you can search across every field with the Key Search feature or employ Search Builder s intuitive user interface to search a combination of experience fields. All information stays securely stored within your firm s ethical walls, and is stored according to industry best practices. Experience Manager works seamlessly with Thomson Reuters Elite s Proposal Generator solution, providing relevant information to the proposal generation process on a single platform. Grab N Go Packets also accessible through Proposal Generator make it easy for users throughout your firm to pull matter experience and practice and industry specialties into branded Microsoft Word documents. Experience Manager also provides a flexible data model and screens that can be used by nontechnical users to manage practice-specific experience profiles and information. With all these tools and more at your fingertips, Experience Manager lets you fully leverage your firm s experience, allowing you to spend more time focusing on strategic marketing and business development opportunities and less time on managing data. Business Development

11 Experience Manager s Search Builder allows you to create and save complex searches. View lawyers related to the Experience Manager search results. Experience Manager is recognized as an essential application across the firm and an invaluable means of keeping our reference material up-to-date. Jillian McFarland Marketing Officer Gide Loyrette Nouel 11

12 PRODUCE PITCHES THAT WIN WITH PROPOSAL GENERATOR Proposal Generator is the industry s most efficient and intuitive solution for assembling proposals, so you can create pitches quickly and effortlessly and manage the opportunity pipeline to focus on the deals that drive revenue. Quick, easy to use templates: Reduce the time needed to create proposals containing all the information needed for a winning proposal Intuitive assembly tools: Significantly streamlines time-consuming, lawyer biography feedback, review, and approval processes Express assembly functionality: Generate on a moment s notice summaries of pre-approved experience, resume content, and practice and industry specialities into brand compliant Word documents Multiple language capabilities: Content Globalization supports multiple language versions of your content, enabling global scalability Every time-intensive scramble to hunt down information for a proposal submittal is an ineffective use of resources and people. As firms scale up their business development efforts to attract and win new clients, proposal automation solutions are becoming an essential part of the proposal process and an engine for revenue generation. Proposal Generator can help your firm increase its pitch win rates and free up business development resources to target more opportunities more effectively. TOOLS THAT HELP YOU SUCCEED Proposal Generator s robust and time-saving tools enable you to centralize and reuse the firm s collective pitch knowledge and content in a single, easy to use system. With Proposal Generator, you can create winning packages in minutes instead of hours. Efficient, powerful tools enable you to centralize and reapply your firm s collective pitch knowledge and proposal content in a single, user-friendly system. Flexible data model and screens can be managed by non-technical users to centralize opportunity and pitch documents, while Shared Saved Searches and Views provide quick, one-click access to opportunity reports. The Proposal Assembly Wizard allows you to populate brand compliant proposal templates with your firm s history, practice, attorney, client, and matter experience. Grab N Go Packets make it easy to quickly generate summaries of pre-approved experience, resume content, and practice and industry specialties into brand compliant Word documents. Proposal Generator s content management platform has been used for more than a decade by over 60% of the Global 100 law firms. Business Development

13 Proposal Generator reduces content production effort from hours to minutes with easy content selection and professional document generation. Proposal Generator lets you spend more time strategically differentiating your firm to beat the competition and less time finding, assembling, and formatting pitch content. This business development solution also allows you to manage your opportunity pipeline with actionable metrics and intuitive document generation. You can also increase effectiveness by managing common metrics, such as win rates, and deal-cycle times by practice, industry, client size, and more. With Thomson Reuters Elite s Proposal Generator, you can maximize your resource efficiency, improve your win rates, and close deals faster. I estimate that we have cut the time it takes propositions to produce a finished first draft proposal by around 30 to 40 percent. The centralized content database allows us to pull together copy more quickly and effectively. Stuart Peace Proposals Manager Nabarro 13

14 Business Development

15 MOVE FROM BUSINESS DEVELOPMENT TO BUSINESS WINS A successful business development solution gives you the keys you need to unlock the power of information, drive successful marketing and business development initiatives, and ultimately grow your firm. Here at Thomson Reuters Elite, we consider business development a critical component of our total end-to-end enterprise business management solution. Our four business development offerings ContactNet, Contact Manager, Experience Manager, and Proposal Generator start your business life cycle and are embedded in all your firm s management activities. We supply the tools that your marketing and business development professionals need to ensure a successful future for your firm. YOUR PARTNER FOR SUCCESS Thomson Reuters Elite offers a complete enterprise business management solution to run all operational aspects of your firm, including business development, risk management, client and matter management, and financial management. As an industry leader for organizations around the globe, we understand the business and financial aspects of firm operations and we have the tools to streamline processes, improve efficiencies, and provide the flexibility you need to change and grow your business. Using our integrated suite of offerings enables you to increase visibility and streamline workflow, ultimately improving profitability and exceeding your clients expectations. Contact Manager and ContactNet allow lawyers to retain control over their information without having to publicize any personal or private information, while also ensuring that our marketing efforts are successful. Sean Swayze Marketing Coordinator Haight Brown & Bonesteel LLP To learn more about the business development offerings from Thomson Reuters Elite, visit elite.com/businessdevelopment. 15

16 Thomson Reuters Elite Headquarters 800 Corporate Pointe Suite 150 Culver City, CA U.S.A elite.com 2012 Thomson Reuters L /11-12

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