Business Intelligence and Mining Customer Data

  • 352 views
Uploaded on

 

  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
    Be the first to like this
No Downloads

Views

Total Views
352
On Slideshare
0
From Embeds
0
Number of Embeds
0

Actions

Shares
Downloads
13
Comments
0
Likes
0

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide
  • Financial information is an important source of information about a client’s performance – however, Limited by information captured in the general ledger – Providing a one dimensional view your client’s performance. Retrospective Does not provide the richness of detail Metrics Prospective analysis Business risk analysis Performance analysis
  • The real world is complex and multi dimensional with critical operational information coming from myriad sources. In order to harness this information to enhance your clients performance, we need a tool that brings these sources together. This will allow multi dimensional operational analysis both pre-planned and ad hoc. e.g., metrics, “what-if” analysis, predictive analysis. It will broaden the boundaries of business analysis But how is this accomplished?
  • We start with the same information sources. BI translates them into meaningful, multi-dimensional analysis providing depth and insight into the operational state of your client.

Transcript

  • 1. Business Intelligence and Mining Customer Data Capitalizing On Your Customers Data
  • 2. Agenda
    • Introduction of Team Members
    • BI and OLAP – What does it mean and How are they related?
    • Value Proposition to the ITA community and your clients
    • Interface – Mining your own Client Relationships
    • BI3 – Using Business Intelligence with every day data
    • Questions and Answers
  • 3. Objectives
    • Understanding Business Intelligence Technologies
    • Value to ITA to Mine Clients and Clients Data
    • Increase Billable Dollars by Providing Analytical Analysis
    • Increase Profitability of Clients with Proactive Data Analysis
    • Increase Your Profitability by Mining your own Data and Relationships
    • A Tool to Provide Benchmarking Capabilities to Specific Industries
  • 4. Speaker Introduction
    • Jerry Grady
      • Managing Director- Follmer Rudzewicz Advisors
        • Managing Director - Centerprise Information Solutions, the technology group of Follmer Rudzewicz Advisors
        • CPA Background
          • 17 years managing an Accounting/Tax group
          • Leader and Developer of the CIS group for Detroit
          • Dual Degreed - AIS
  • 5. Speaker Introduction
    • Warren Richman
      • CEO – BI3.net
      • 20 years in IT field
      • Director and VAR Channel Leader
      • Developed Business and Strategy Plans for Start-up technology firms
  • 6. Speaker Introduction
    • Alex Brunner
      • Founding Partner and Past President BI3.net
      • Developed worldwide Distribution channels for Kodak
      • Invented and developed the world's first add-on retrofit microfilm scanner
      • Holder of the prestigious 1996 AIIM (Association of Information and Image management) Pioneer Award
  • 7. Speaker Introduction
    • Bill Pintsak
      • Regional Sales Manager – Interface Software
      • 8+ Years of experience in the Software Industry
      • 5+ Years in the Professional Services Industry Rick Klau
      • President – Interface Software
  • 8. Why Consultants Lose Customers
      • Our Consultant just doesn't treat me right
      • Ignore thy customer
      • Fail to cooperate with the customer
      • Let the Owner/CEO contact lapse
      • Don’t keep the customer informed
      • Assume the Customer is a technicians
      • Use as training ground for new team
  • 9. Why Consultants Lose Customers, A Rockefeller Corporation Study
      • 1% The customer dies
      • 3% The customer moves away
      • 5% The customer has a friend
      • 9% The customer is lost to a competitor
      • 14% The customer is dissatisfied with the service
      • 68% The customer believes you don’t care about them
  • 10. Secure and Retain your Customers
      • Interpersonal Skills – You must have them
      • Ability to explain procedures and processes in terms your customer understands
      • Interest in the customer
      • Willingness to give advice
      • Demonstrate an outcome that the client achieves, you have transformed the business to value added and provided true value to the client.
  • 11. What OLAP Isn’t
    • Not Another Ron Eagle Acronym
    • O bserving and L everaging A ccounting P rocess
    • O bjectively L everaging A ccount P ayables
    • O ne L ast Putt
  • 12. OLAP Is :
      • On
      • Line
      • Analytical
      • Processing
      • Your gateway to Business Intelligence
  • 13. Advantages of Business Intelligence
      • Efficient access to Information, not just data
      • Turns management data previously reviewed in reports into “hands-on” slice & dice “cubes”
      • Allows the analyst to view the information the way they think and allows them to easily change their minds.
      • No more waiting for IT to build reports
      • Access to previously unused data
      • Capitalize on your Data to build Relationships
  • 14. Advantages of Business Intelligence
      • Understand what’s driving your business and provide analysis to why you may not be growing
      • “ Speed of Thought Analysis” in an O n L ine A nalytical P rocessing environment
      • Ability to deliver result oriented experiences to the client.
      • Ability to Increase your value and your billable hours/dollars to the Client
      • Ability to mine your entire contact database to increase the closing ratio – Utilize the relationships that exist in your organization
  • 15. Advantages of Business Intelligence
      • Trendsetter Companies Prove the Point
        • Business Intelligence is Key to Their Success
        • 73% Show Increase in Cash flow
        • 73% Show Increase in Company Sales
        • 71% Show Improved Accounts Receivable
      • Great opportunity to help segment new business practice to your business
      • Capitalize on your current contact management system
  • 16. The Working Model
      • Data is extracted from your Clients’ databases on a scheduled basis and “Transform” it into Multi-Dimensional Information Cubes.
      • The Consultant and the client access cubes with a standard browser.
      • Your current Contact system notifies those with the relationship of your contact and increases your efficiencies
      • It’s painless and effortless to the client and your team.
  • 17. The Working Model – Benefits to Industry
      • Wholesale Distributors
        • Inventory Turns
        • Sales Analysis per item
        • Sales Analysis per region
        • Receivables Turns
        • Receivables DSO
      • Retail Environment
        • Sales per Square Feet
        • Sales per labor Hours
        • Sales Mix Analysis
  • 18. The Working Model – Benefits to Industry
      • Service Industry
        • Labor Efficiency Reporting
        • Labor Utilization Reporting
        • Trend Analysis for Billable Hours
        • Labor Hours per Region/Service Area
        • Billings per Region/Manager/Leader
        • Billing analysis per Client/Service Code
  • 19. The Working Model – Benefits to Industry
      • Manufacturing
        • Machine Time Analysis
        • Overhead and Burden Analysis
        • Trend Analysis for Billable Hours
        • Labor Efficiency Reporting
        • Inventory Turns
        • WIP Analysis
  • 20. The Working Model – Benefits to Industry
      • Think outside the Box in other Industries:
      • Healthcare
          • Doctors/Specialist
          • Dentists
          • Hospitals
          • Urgent Care Facilities
        • Bank / Financial Institutions
  • 21. The Working Model – Not Just Accounting Data
      • Some of the highest ROI opportunities exist with data from other areas of the business:
        • Sales
        • Marketing
        • Operations
        • Planning
      • Building Business Intelligence solutions that address these areas provides at the clients fingertips the ability to analyze the lift of the last campaign, the results of T & E spending, or easily determine DSO trends.
  • 22. Value to ITA Members
      • Very affordable hosted OLAP Solution that allow even the smallest companies to take advantage of the power of OLAP once reserved for only the big boys
      • A true Business Intelligence tool, WEB enabled, all you need is your browser
      • Scaleable and Extendable as needs increase the ROI increase for you and your client
      • We all use a contact or Email server so extending its capabilities is easy
  • 23. Value to ITA Members
    • Increase your engagement revenues and improve your profits by offering Business Intelligence to your clients
    • Low Risk, High Return
    • Leverage your Relationships throughout your organization, to increase your close ratios
    • Provide for additional consulting opportunities within customers by helping them understand and leverage the power of Business Intelligence
  • 24. Take it from the experts As Gartner says…. “ Now is the time for all enterprises to raise Business Intelligence to the level of a strategic initiative.”
  • 25. Mining Customer and Relationship Data Interface Software
  • 26. Opportunity for Professional Services CRM Product Companies Service Companies
    • Professional
    • Marketing Communication
    Client or Customer Interaction: Types of Companies:
    • Web & E-mail
    • Sales Force
    • Call Center
    • Field Service
    • Channel Partners
    • Marketing Communications
    Business Development Process Unique & Opportunistic Structured & Repetitive
  • 27. Common CRM Requirements
    • Centralized and Shareable Repository of Customer/Client/Prospect Information
    • Capture and Track All Customer/Client/Prospect Interactions
    • “ 360 Degree” View of Customer/Client/Prospect
    • Applications that Leverage the Customer/Client/Prospect Knowledge Base
    • Tools to Mine and Distribute Data
    • Data Quality
    Customers or Client Company
  • 28. Professional Services CRM Requirements
    • “ Who Has a Relationship with this Prospective
    • Client?”
    • “ Who Else Do We Know at the Client’s Company?”
    Companies Professionals Professional Services Firm
    • Professionals
    • Other Firm Employees
    • Management Consulting
    • Accounting
    • Investment Banking
    • Legal
    • Engineering/Architecture
    • Associations
  • 29. Complex Relationships
    • “ Who Knows Whom ™ ?”
    • “ Who Are Our Contacts in this Industry?”
    • “ Who Are the Client’s Professional Relationships ?”
    People Professionals
    • Professionals
    • Other Firm Employees
    • Clients
    • Former Clients
    • Prospects
    • Competitors
    • Professional Services
      • Law Firms
      • Accounting Firms
      • Venture Firms
      • Etc.
    • Vendors
    Companies Professional Services Firm
    • Management Consulting
    • Accounting
    • Investment Banking
    • Legal
    • Engineering/Architecture
    • Associations
    • Clients
    • Prospects
    • Alumni
    • Referral Sources
    • Experts
  • 30. Relationship Intelligence Data Model
    • “ Have We Ever Done This Type of Deal Before?”
    • “ Who Were the Key Players in That Engagement?”
    • “ What Transactions Did We Perform for This Client Last Year?”
    People Professional Services Firm Professionals Projects
    • Deals
    • Transactions
    • Engagements
    • Matters
    • Projects
    • Management Consulting
    • Accounting
    • Investment Banking
    • Legal
    • Other PSO’s
    • Clients
    • Former Clients
    • Competitors
    • Professional Services
      • Law Firms
      • Accounting Firms
      • Venture Firms
      • Etc.
    • Vendors
    • Clients
    • Prospects
    • Alumni
    • Referral Sources
    • Experts
    Companies
  • 31. Relationship Intelligence
    • A Firm-wide Asset That Reveals the Unique and Complex Connections Between People, Companies, Relationships, Experience and Expertise
    • Key CRM-enabling Technology for Professional Services Organizations
    • Critical Component to Any Knowledge Management Strategy
    Relationship Intelligence Personal Knowledge Organizational Knowledge External Knowledge
  • 32. Four Processes Comprising Relationship Intelligence System
    • Relationship Discovery
    • Relationship Management
    • Client Services Automation
    • Knowledge Delivery
    To Aggregate, Manage & Deliver Relationship Intelligence Content:
  • 33. Relationship Discovery
    • PDAs
    • Outlook / Notes
    • Personal Experience
    Professional Enterprise External
    • Accounting
    • Human Resources
    • Legacy
    • Other
    • Content Providers
    • External Sources
    • Automated Processes for Discovering Content and Relationships in Existing Systems
      • Delivers Access to Previously Unattainable Information & Expertise
      • Reuses Captured Data and Transforms it into Relationship Intelligence
  • 34. Relationship Management
    • Delivers Single Instance of a Contact
    • Aggregates Enterprise Data and Provides Context
    • Applies Business Rules
      • Provide Security
      • Processes
      • Information Changes
    Josh Smith Joshua Smith J.L. Smith Multiple Sources… Joshua L. Smith
    • Cleansing
    • Association
    • Duplicate Merge
  • 35. Client Services Automation Referral Tracking Client/Prospect Profiling RFP Responses Event Management Queries, Data Mining, Reporting Follow Through Mailing Lists
    • Unique Functionality for High Value Low Volume Business Development
    • Rich Tools for Relationship-Based Marketing Automation
    List Management
  • 36. Knowledge Delivery
    • Delivers Critical Relationship Intelligence Content to Firm’s Knowledge Management Platform of Choice
    • Designed to Complement a Firm’s Portal, Intranet and Extranet Strategies
    InterAction Web Client Portals, Intranets and Extranets Internally Developed Applications PDA Devices Microsoft Outlook or Lotus Notes Reports
  • 37. Key Challenges
    • Firm Culture
      • How does the firm compensate professionals for business generation?
      • How does the firm measure/track client-related expenses?
      • How does the firm track business development efforts?
    • Management Commitment
      • Has Senior Management communicated commitment to the rest of the firm?
    • Processes
      • Has the firm built processes that ensure professional participation and deliver value?
  • 38. Interface
    • A real live Relationship Demonstration
  • 39. Business Intelligence – OLAP’ing the Data BI3.net
  • 40. The World According to GAAP Accounting Based Reporting Financial Accounting Information General Ledger Copyright: Resource Management Systems, Inc.©2002. Use by permission only .
  • 41. Operational Reporting Financial Records Compliance POS CRM Manufacturing The Client Business Operations Economic Data Credit/ Risk Copyright: Resource Management Systems, Inc.©2002. Use by permission only
  • 42. The World According to Business Intelligence Brand sales by zip code by store A/R aging by store by zip code Customer returns by product by plant by defect Business Intelligence From Bi3 ® Copyright: Resource Management Systems, Inc.©2002. Use by permission only CRM Compliance POS Financial Records Manufacturing Economic Data Credit/ Risk Data Transformation Operational Analysis
  • 43. BI for Everyone
    • “ Traditional BI is too expensive!”
    • Cost limits acceptance by medium and small businesses and corporate business units.
    • The ASP model overcomes the cost constraint without sacrificing functionality.
    • Bi3 is the premier BI ASP
  • 44. Conventional BI Solutions Global 2000 Market $5+ Billion Bi3.net ASP HOSTED SOLUTION SME Market $25 + Billion $25,000-250,000 1-6 Months $25,000-150,000 1-3 Months $25,000-100,000 1-3 Months $50,000-500,000 1-3 Months $75,000-300,000 $50,000-250,000 $275,000-1,550,000 First Year $50,000-250,000 /Year Implementing Business Intelligence Conventional vs. Bi3.net Legacy Interface “ ETL” Hardware Purchase Installation and Training On-Going Maintenance Support Fees and Personnel Software Purchase & Customization TOTALS Application Development Study and Analysis Pre-Defined “On the Shelf” Custom - $5,000-25,000 N/A Pre-Defined Output Fixed Fee - $5,000-25,000 $10,000-25,000 1-4 Weeks N/A 1 Day Training $1500-2500 ASP Subscription Fees $3,000-25,000 / Year $29,500-100,000 First Year $3,000-$25,000 / Year
  • 45. Bi3.net Demo
  • 46. BI from Bi3 Summary
    • BI from Bi3 saves considerable monies both in business process analysis and report creation.
    • BI from Bi3 over the web is an ideal consulting tool.
    • BI from Bi3 does not require a large upfront investment – the perfect antidote for the current market malaise!
    • BI from Bi3 is good for YOUR client’s business!
  • 47. Questions and Answers
  • 48. Contact Information Jerry Grady – Follmer Rudzewicz Advisors, Inc. [email_address] Warren Richman – BI3.net [email_address] Bill Pintsak– Interface Software Pintsak, [email_address] .com]
  • 49. Thank You!