Relationships Are More Important Than Ever BeforeEnhance InterAction Investment with ERM / B2B Social Networking

Richard HermannDirector of Sales- ContactNetInternational & Corporate Marketsr.hermann@thomsonreuters.com978.973.4442 (USA mobile)

In today’s economy…

• What is a more valuable asset than firm relationships?

• Would firm management take action if they knew that ~50% of firm relationships were NOT in a system?

2

18 May 2009

• ERM overview

• Statistics & Use Cases

• Integration with InterAction, Outlook, Portals

• Contact Collector

• Linked-in, Privacy, Firms already using ERM

• Open Q & A

• Demo & Usage scenarios (if time permits)

Why now? Law firm business model altered

• ECONOMIC CLIMATE

• A “relationship miss” is unacceptable

• Lawyers in your firm have adopted social networking already

• RAPID SHIFT in BUSINESS MODEL

• Increased competition ↑ Fewer deals and fees ↓

• Traditional Marketing spend ↓ Proactive Business Development ↑

• PARTNERS

• More active participation in Business Development

• Demanding that you do more, with less budget and fewer staff

What is ERM? “Google” for firm relationships

Enterprise Relationship Management analyzes firm-wide internal data and uncovers key relationships without manual data entry or data maintenance.

Enterprise Relationship Management analyzes firm-wide internal data and uncovers key relationships without manual data entry or data maintenance.

Leveraging the right relationships at the right time when pitching, retaining or expanding business.

Leveraging the right relationships at the right time when pitching, retaining or expanding business.

ContactNet is ERM to uncover & leverage:

6

• Who knows a person and how well (strength).

• Who knows knows a company and how well (strength).

• Firm relationships in a specific industry, location, or by title.

• Tremendous data for B2B social networking, CRM, KM.

• Can leverage with or without InterAction; zero data entry!

How does ContactNet work?

Easy Access

ContactNet

Firm’s DataSources

Privacy Access Layer / Granular Configuration Options

BlackberryIntranet IA/CRM Outlook

Filtering

Scoring Matching

KM Portal

Taxonomy

firm firewall

Address Books

Email Traffic Patterns

Electronic Calendar

Others i.e.telephony

Others,eg -CRM

Elite/CMS

Email Content Not Analysed

Showing N of XX colleagues with relationships to <CN Organization Name>

Lewis Brisbois Bisgaard & Smith Llp, Bakerfield BPO - Voice

Shane Potts, Assistant

Sandy Smoltz, Partner

Craig Dunkin, Associate

Diane Glass, Esquire

Brenna Jordan, Esquire

Anthony Anderson, Senior Counsel

Bruce Wayne, Counsel

Charles Norris, Staff Attorney

X Close

ERM will transform email patterns, large firm size and InterAction data challenges from a liability to an asset.

8

ERM immediately makes InterAction more valuable

27

ContactNet InterAction

Manages relationships Manages contacts

Leverages email traffic Email not leveraged

Automated accurate strength Manually entered strength

100% who knows whom Partial who knows whom

Leverages all employee relationships

Leverages only IA relationships

Robust taxonomy No taxonomy

DATA ENTRY NOT REQUIRED Requires data entry

Data is more accurate every day Data degrades daily

Data maintenance not required Heavy DCM processes

Launched in weeks, no risk Longer project cycle

Enhance InterAction:

Add relationships to contacts in IA

Add relationship strength indicator to relationships in IA

Add contacts to IA companies

Link to ContactNet for Access to:

Broader universe of companies and contacts for BD/marketing

Advanced searching and filtering

303,000 record taxonomy of global organizations & domains

InterAction Integration – Key Benefits

10

Immediate Impact to IA1,200 user firm using IA for 4 years ContactNet after 12 weeks

InterAction Database BeforeContactNet

InterAction Database AfterContactNet

157,402 “Knows” Relationships

324,270 “Knows” Relationships

with Strength measurement

ContactNet long term impact to InterAction700 lawyers using IA for 5+ years

3.6x more relationship

s than IA alone

Usage Cases include:

• Top client retention and awareness– Enhance Relationship processes for service and cross sell

– “Lonely” client reporting

– Relationship “risk” reporting

• Mailing and event list enhancement

• Proactive Business Development

• Many uses cases RFP processes, new hire relationship integration, industry research, geographic planning, departing employees, deal and relationship origination, mergers, conflicts, etc.

13

Enhance InterAction

See many more relationships that were previously not

in IA

See many more relationships that were previously not

in IA

…and understand Relationship

Strength to each.

…and understand Relationship

Strength to each.

InterAction (Outlook UI) integration

All relationships ranked by accurate

Relationship Strength

All relationships ranked by accurate

Relationship Strength

Understand the difference

between strong useful

relationships and old “contacts” from

a business card entered years ago

Understand the difference

between strong useful

relationships and old “contacts” from

a business card entered years ago

Enhance a Lawyer’s Address Book

10

In every address book…

Launch Advanced ContactNet from InterAction

For each company, allow users to launch ContactNet to see relationships to contacts who are not yet in InterAction.

For each company, allow users to launch ContactNet to see relationships to contacts who are not yet in InterAction.

Industry Analysis & Firm Relationships in an SIC code

Integrate Data into Client Program (via portals)

Email-only Relationship Capture into InterAction:via Contact Collector

Weekly email of missing address book contacts…

Weekly email of missing address book contacts…

One click to add contacts with suggested name, title and contact information

One click to add contacts with suggested name, title and contact information

50+% relationships are in email only; incents Lawyer to enter

Users are craving B2B social networking via Linkedin

• SJ Berwin = 303

• Eversheds = 935

• 3i Group = 54

• Simmons & Simmons = 500+

• Clifford Chance = 2,187

• Vantis PLC = 74

• Morgan Cole = 63

• Mills & Reeve = 89

• BLP = 307* Current employees using as of 16 May 2009

via Linkedin “current” employee search

“While we’re all focused on this Twitter and Facebook stuff, firms are wondering how they’re going to be making money out of this. If you’re a business rather than a consumer, you’ll wonder what your sales and marketing staff will do with this stuff, apart from making idiots of themselves.”

Silicon Republic May 5, 2009

Ed Thompson, Gartner VP, CRM Analyst

21

ERM growth from 1→ 50+ law firms

2006

2007

2008

Discussion & Action

• Demo if time permits?

• Lexis InterAction IQ – forthcoming product?– Product selection should be secondary to value/priority

• Hubbard One (Thomson Reuters Client Development) intro

• How exactly can ContactNet help your firm?– Validate use cases and statistics for your firm

– Demonstration for your firm

– Our expanded vision, competitive product advantages

Integrated Marketing Management

The Business Development Suite is the only comprehensive, fully integrated suite of marketing and business development software for law firms.

Use Case – Forthcoming ReportingRelationship Risk, Lonely Client, Relationship Concentration