LexisNexis

Engineering & Construction Firm, Burns & McDonnell, Selects LexisNexis Interface Software for CRM

Ability to track and manage corporate relationships, experience and expertise critical to support project-based sales cycles

OAK BROOK (IL), 10 January, 2005. LexisNexis and Interface Software announced today that the 1800-person international engineering, environmental and construction firm of Burns & McDonnell has selected LexisNexis Interface Software® as the organization's CRM solution of choice. The firm will deploy InterAction to support its business development, cross-selling and client service efforts. Interface Software was recently acquired by LexisNexis, a leading provider of legal, news and business information services.

"InterAction's unique focus on relationship-based selling was compelling because this is what we do," commented Doug Riedel, vice president of sales at Burns & McDonnell. "We evaluated several CRM packages and InterAction was the one best suited to the way we do business."

Burns & McDonnell had been using an in-house developed central database of names and addresses that, according to Riedel, was difficult to access. And with only one person in the firm able to make updates in the system, the accuracy of the data was often suspect. As the firm has grown and more practice areas began calling upon the same clients, the shortcomings of the package became evident. "Cross-selling increasingly is becoming an important part of our business," said Riedel. "Without a robust CRM solution capable of delivering Relationship Intelligence, it was difficult for us easily to identify who we've worked for in the past and the projects we were involved in."

For instance, Burns & McDonnell often works for large clients on multiple projects that are sold and led by different practice area teams, or in different offices around the US. It would not be uncommon for one practice team to be in a sales cycle with the client and yet unaware of helpful strategic relationships held by colleagues in other practice areas that were already working for the client on different projects. "We must be able to effectively network the client organization in order to better serve our clients," said Riedel.

Burns & McDonnell undertook a search for a CRM solution capable of tracking and managing their complex network of relationships, functionality that plays a key role in the firm's ability to win new projects. The firm looked at a number of solutions, from horizontally focused packages such as Siebel, Salesforce.com and Oracle CRM to smaller, vertical market niche products. Only InterAction provided the type of CRM functionality that was tailored to the services industry. "No other package came close to InterAction," said Gregory Gould, a vice president of Burns & McDonnell and the firm's chief technical officer. "The fact that Interface Software was already so successful in other professional services markets was also compelling."

Burns & McDonnell plans on harnessing InterAction's centralized contact management, list management and marketing automation functionality, as well as such features as Who Knows Whom™ for corporate social networking. In the longer term, executives will also use the system for win/loss reporting, market and competition analysis, and to track suppliers. "The biggest benefits we expect from InterAction will be in the areas of cross selling across practice areas and office locations - knowing who knows whom - and in tracking our aggregate experience and expertise - what work we've done in the past," said Gould. "InterAction will make it very easy to track this information and help us understand our clients better as the firm grows."

"Engineering and construction firms, and similar project-based services companies have unique sales models that require broad visibility into their collective relationships, experience and expertise," said Barry Solomon, Interface Software's executive vice president. "Burns & McDonnell understands this and by investing in InterAction has taken an ambitious step in supporting their growth and expansion strategy. We look forward to being a partner in their success."

About LexisNexis and Interface Software
LexisNexis® (www.lexisnexis.com) is a leader in comprehensive and authoritative legal, news and business information and tailored applications. A member of Reed Elsevier Group plc [NYSE: ENL; NYSE: RUK] (www.reedelsevier.com), the company does business in 100 countries with 13,000 employees worldwide.

Interface Software, recently acquired by LexisNexis, is the leading provider of CRM solutions enabling professional services firms and similar relationship-based organizations to create the Relationship Intelligence they need to generate new business and enhance client service. Its flagship product, LexisNexis Interface Software, is a flexible and uniquely designed platform that delivers this Relationship Intelligence throughout the organization, quickly, efficiently and cost-effectively. Relationship Intelligence is a firm-wide asset that reveals the unique and complex connections between people, companies, relationships, experience and expertise, empowering professionals to leverage who and what they know to uncover new revenue opportunities, differentiate themselves from the competition and enhance client service. InterAction is internet-enabled, allowing professionals to view information however they choose—through knowledge management platforms, corporate portals, intranets, extranets and wireless devices. Interface Software has received numerous accolades, including the Inc 500, the Deloitte & Touche Technology Fast 50 for Greater Chicagoland, the Deloitte & Touche Technology Fast 500 and the Upside Hot 100. For more information please visit Interface Software's website at www.interaction.com.

About Burns & McDonnell
Founded in 1898, Burns & McDonnell Engineering Company, Inc. is an internationally recognized engineering, construction, environmental and consulting firm, with headquarters in Kansas City, Missouri, and offices in 15 other US cities. Burns & McDonnell is a leader in many markets. The firm's cross-functional expertise and capabilities are applied to a broad array of projects that includes studies, design, planning, construction management and business analysis and consulting for Air Pollution Control Systems, Airports and Aviation Facilities, Architecture, Defense Facilities, Electric Substations, Transmission and Distribution, Environmental Services, Environmental and Permitting Studies, Food and Food Ingredient Processing, Industrial Facilities, Information Technology, Laboratory Facilities, Management Services, Petroleum and Chemical Processing, Power Generation, Stormwater Management, Transportation Infrastructure, and Water Resources and Wastewater Management.

Burns & McDonnell was ranked as the 32nd largest engineering firm and 149th largest contractor in the US according to the Engineering News Record's 2004 rankings of 500 largest engineers and 400 largest contractors.

 
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InterAction, InterAction Opportunities, InterAction Matters, InterAction Engagements, Watch List, Who Knows Whom and Relationship Map are trademarks of Interface Software, Inc. and may be registered in certain jurisdictions. All other product and company names mentioned are the property of their respective owners and are mentioned for identification purposes only.