This presentation has been prepared to showcase the functional requirements of accounting CRM 2011, in order to help guide decisions about which features, functions and information will be of greatest value in a particular implementation.

1. Microsoft ”x”RM4Accounting
for Dynamics CRM 2011
Functional Requirements of Accounting Firm CRM
More than just marketing, “x”RM4Accounting offers firms
the opportunity to integrate all their line of business
applications within one easy to use, easy to manage, easy
to afford environment. xRM is the evolution of CRM,
where the X in xRM can be anything. xRM is based on
Microsoft CRM and the .NET platform.

2. Requirements of Accounting CRM
1. Ability to capture ‘Know your client’ information
2. Ability to capture ‘Who knows who’ information, and relationship analysis capabilities
3. Ability to accommodate market segmentation information (target market analysis) by practice
group/division
4. Deals, bids and tender tracking capabilities, along with opportunities analysis against successes
5. Pipeline management capabilities
6. Referrals and reciprocity management capabilities
7. Single repository for storage and management of all client and prospective client contact
information
8. Automated event management and analysis capabilities
9. Automated publications and other mail-out management and analysis capabilities
10. Proposal generator
11. Experience management and analysis capabilities
12. Two-way integration between Microsoft Outlook and the CRM solution for contact management
13. Two-way integration with iPhone and other mobile devices for contact management
14. Two-way integration with the practice management system for client and contact management
15. Single integration with a practice management system for assignment financial information (open
assignments, invoices, collection history)

3. Ability to capture ‘Know your client’ information
InsideView for Microsoft Dynamics xRM4Accounting 2011
supports advanced “know your client” information by bringing
intelligence gained from social media and traditional editorial
sources to the firm to increase awareness and client interaction.
InsideView continuously aggregates and analyses relevant
executive and corporate data from thousands of content sources
to uncover new BD opportunities. InsideView delivers this
intelligence natively within CRM and mobile devices.

4. Ability to capture ‘Who knows who’ information
With xRM4Accounting 2011, the firm can manage complex
business relationships across clients, business partners, multiple
offices allowing greater flexibility to manage client relationships
and interactions – both on-line and off-line. xRM4Accounting
users can easily enter, track, and view relationships, fostering
higher user adoption and greater data quality. IT saves time and
money on customisation work with xRM4Accounting’s portable
application data model support for many to many relationships.

5. Ability to accommodate market segmentation info
With Microsoft Dynamics xRM4Accounting 2011, the firm will
benefit from intuitive segmentation tools to drive superior target
client selection with workflow-driven processes to increase
reach and relevancy. Seamless tracking of cross-channel
communications will save time and money.

6. Deals, bids and tender tracking capabilities
Change the game on business development – improve the other 80% of
business development staff (“clone our best rainmakers”), convert every
opportunity into a pitch for new business, breakdown physical boundaries and
eliminate down time. Directors and managers will reach client satisfaction
goals, drive new revenue opportunities, achieve true business insight and
visibility. Business developers will better manage key KPIs, increase client
team empowerment and morale and enforce a consistent business
development process. PAs and practice group admins will benefit from
improved personal productivity while achieving holistic views of client needs
and seamlessly tracking client communications and interactions.

7. Pipeline management capabilities
The real-time dashboards in Microsoft Dynamics
xRM4Accounting 2011 deliver advanced business
intelligence functionality that is simple to use and easy
to change. Users can quickly configure multiple
dashboards to monitor BD/marketing performance. The
dashboards can be set up for individual or shared use,
and can include inline charts with drill-down intelligence
to visually navigate data, identify trends and uncover
new insights.

8. Referrals and reciprocity management
xRM4Accounting 2011 supports a wide range of company
information and the processes to use and maintain that
information. While the primary purpose is to manage and share
information about clients, other types of contacts are also
represented – such as prospects, partners, referral sources, etc.
More than one type may apply to any contact, so xRM4Accounting
includes a number of attributes to capture these various types.

9. Single repository for storage and management
With Microsoft
Dynamics
xRM4Accounting
2011, the one
centralised database
system delivers one
“source of truth” –
replacing and
consolidating existing
databases –
marketing, BD,
recruiting, personnel
folders, expert
database, experience
databases, other
personnel etc..

10. Automated event management and analysis
Marketing maintain different lists of contacts for different purposes.
The lists are typically organised by subject matter or practice area and
are used to determine who should receive particular publications or
be invited to specific events. Directors and managers can use
xRM4Accounting to identify which of their contacts are on particular
lists, and which materials they have received from marketing – all
with the benefit of better targeting and client communication.

11. Automated publications and other mail-out
Marketing relies on xRM4Accounting to deliver newsletters and
similar communications; PA and practice group admin
involvement results in better list management (the right contacts
on the right lists), more targeted publication subscribes, event
invitations and superior campaign outcomes. An improved process
for management of email bounce-backs and unsubscribes means
less time required to maintain lists.

12. Proposal generator
The ability to create and manage templates for letters, e-mail
messages, and proposals in xRM4Accounting will help the firm
create branded, professional documents that win more deals.
xRM4Accounting can streamline the processes around preparing
proposals with easy reminders/alerts and workflow approvals.
Approvals can be electronically routed via emails and
smartphones.

13. Experience management and analysis
The Microsoft Dynamics xRM4Accounting 2011 platform supports
integration with a variety of PMS/HR/Experience Databases -
Expertise, Project Experience, Education, Accreditations, Other HR
related information (languages, educational background, etc.).

14. Two-way integration between Outlook and CRM
xRM4Accounting provides a consistent Microsoft Outlook
based system for storing (“auto-contribute”), accessing
and sharing contact and business critical information (eg.
Dun & Bradstreet, In the News, stock quotes, corporate
trees, who knows whom). A major benefit is improved
integrity of client and prospect information across the
firm with the capacity to obtain a profile of any company
or organisation in which a partner, associate director,
manager is interested.

15. Two-way integration with iPhone 4
Microsoft Outlook, Web and Mobile integration means
easier access to information (with minimal mouse clicks) -
on the road, working remotely or in the office. Mobile
Express is a licence free feature in xRM4Accounting that
enables users to access CRM data and capabilities simply
and easily. With Mobile Express, users can use any mobile
Web browser, such as Internet Explorer Mobile or Safari,
in a Web-enabled mobile device to connect to the
xRM4Accounting system. Mobile Express does not store
data on the mobile device.

16. Two-way integration with PMS for clients/contacts
Standard interfaces between Microsoft CRM /
xRM4Accounting 2011 and a number of practice
management systems are available. Examples include
Keystone, Elite and Aderant.

17. Single integration with PMS for assignments
New client / new assignment inception forms are
designed to capture both client and project details for
transfer to the firm practice management system.

18. Microsoft xRM4Accounting Online
• A secure, redundant, scalable and load-balanced environment
with on-line access anywhere, anytime
• Monthly fee model from $99 per month per user
• No cost of hardware or technical support. Save time, frustration
and money
• No in-house IT Department or expertise needed
• No software maintenance; it's all done for you. We enhance and
upgrade the system on a regular basis so there is nothing for you,
as a user, to do
• Configure the system to meet your specific requirements

19. Thank you!
For more information:
David Blumentals
DBlumentals@xRM4Accounting.com
Phone +61 409 245 354
xRM4Accounting.com
CRM.Dynamics.com