In today’s day and age of fast changing technology, firms must stay abreast of all available solutions to better compete with competition, and win work. Since the ‘great recession’ of 2009, competition on winning work has increased exponentially. Successful firms have combated this increased competition by staying current with technology, and using well thought out techniques to win projects. Included below are five tips that will help your firm better impress clients, and ultimately win more work.

1. Collaboratively share information with your project team. When responding to a client request / RFP, sharing data can become a cumbersome task in itself when working with remote teaming partners or staff. Often, the ability to seamlessly coordinate tasks/assignments, or share large files amongst your team can be the difference in winning or losing the work. To avoid these types of hiccups, leverage collaborative sharing tools such as Deltek Kona to keep your project team on the same page. Deltek Kona allows users to share files, and schedule important dates, seamlessly as though the users were all working in the same centralized office. You will be amazed at how Kona will empower your project team!
    
2. Hasten your proposals process through the use of templates. Unfortunately, many times firms will find out a about a project that they are a perfect fit for days before the due date. These time restrictions can ensnare the proposal process and make it difficult to respond sufficiently. Empower your marketing/business development department by creating templates that will allow you to export your information from Deltek Vision CRM to Microsoft Word or InDesign. This will allow you to streamline the proposal process, and concentrate on the areas of the proposal that require custom attention.
    
3. Avoid boring old PowerPoint presentation. Many firms make it to the short-list process only to utterly disappoint the client through the use of a boring, stale PowerPoint presentation. If you are unable to separate yourself from your competition, you are not doing your best to win projects. PowerPoint has been around since the late 1990’s, and sadly a large majority of presentations look like they came out of that same era. By using presentation software such as Prezi or PreZentit, your firm can immediately stand apart from your competition. With that said, don’t forget the importance of impressing the client by being personable and demonstrating your understanding the project. Overly relying on the use of presentation software is one of the quickest ways to lose a client’s attention.
    
4. Use a CRM solution to track relationships. We have all heard the saying, “It’s not what you know, but who you know!” This begs the question; does your firm know who it knows? If you are not tracking your relationships through CRM software such as Deltek Vision, then you are simply throwing darts at a board, blindfolded. A CRM solution will allow you to track who you know, recent conversations, and other important relationship data such as birthdays or anniversaries. This type of knowledge insight is important for creating meaningful relationships between your company, and your clients.
    
5. Optimize information for smart devices. If you own a smart device, and you have not optimized your marketing contact the device, you are not working smart! You never know when, or where, you might bump in to a perspective client. If you are unable to demonstrate your firms expertise at the drop of a hat, expect to lose out on a lot of potential work. Your firms website should be optimized for smart devices (iPhones, Androids, Tablets, Everything!) allowing you to be ready to show off how great your firm is, at a moment’s notice! In addition to optimizing your website for these smart devices, take the initiative to pre-load content on to your smart phone, in case you are unable to get internet service! By doing this, you will not only impress the client with all of your great works, but you will also demonstrate your ability to think ahead and be ready for the unexpected.
   
   If your firm is utilizing Deltek Vision CRM, make sure to check out Vision Unleashed. Vision Unleashed will allow you to access your full Vision system on teh go, from a mobile device. It also allows MAC users to access Vision without the need for running parallels or bootcamp. This allows MAC users to utilize their workstation to it maximum potential without dedicating resources to addition process just to access Vision!

I hope you learned something from this blog. Some of these technologies or techniques might seem obvious, but unfortunately many times it’s the obvious omissions that cause us to lose out on winning new work. If you use any of the concepts highlighted in this blog, make sure to comment below and let us know. We love to hear success stories!

Once you win your next project, make sure to review these project management concepts.

I was talking recently with a prospective client who observed that his firm had outgrown QuickBooks (QB). The conversation eventually led to a discussion of the advantages of ERP systems over back office accounting systems — which include not only efficiency gains, but strategic improvements as well. 

Being in the ERP implementation business, we hear a lot of customers express frustration over outgrowing QB, so I asked my prospect what it meant specifically for his firm. Off the top of his head, he named several pain points:

• First, their QB systems were disconnected, so there was no particular place where management could view financial performance overall, let alone broken out by project manager or client. 
• QB could display AR for a specific client, but offered little in the way of project information regarding specific services or deliverables. 
• Last but not least, correspondence for each client was buried in various public folders on the firm’s file server. To make matters worse, the correspondence trail was incomplete due to users’ not following the correspondence logging protocol. 

After hearing these insights, plenty of examples came to mind of ways that even a small- to mid-size firm like his could benefit from an ERP system. I mentioned a few of the most basic advantages of ERP systems over back office accounting: the value of integrated data, open architecture and user customizations.  

I also pointed out that thanks to the evolution of niche ERP systems, small firms CAN get the type of functionality that used to be available only to firms with deep pockets. In fact, it’s now quite easy to implement an ERP system that not only addresses the accounting function, but also facilitates the firm’s core processes and way of doing business. 

The Need For Visibility

My colleague next mentioned how his firm actually had strong AR, and good visibility into its cash and cash management. The problem, he said, was that the organization lacked the visibility needed to help back office management play a more significant role in decisions affecting the firm as a whole. By the same token, it was difficult to get project managers more involved in the fiscal responsibility that goes with managing client expectations. 

I pointed out that there were several other major advantages of ERP systems over basic accounting packages. The ERP concept excels at addressing the front end of the project life cycle, by facilitating tracking of projects and providing visibility. Specific examples include:

• Managing data obtained through the business development process
• Generating opportunity notifications and creating process flow through workflows and alerts to improve efficiencies and win rate
• Forecasting for opportunities and already-awarded projects regarding not only revenue, but staffing requirements as well
• Providing for audit trails of communication with clients, contacts and opportunities and supporting technical staff in the delivery of services under specific projects
• Facilitating communication with accounting early in the business development phase regarding terms, rates, related documents and specific contract requirements
• Integrating with desktop tools like Outlook, Word and PowerPoint to facilitate email communication and automate creation of proposal, estimating and contracting documents 

I then suggested we establish a value proposition for the level of investment that would be needed at this critical juncture in the firm’s transition from QuickBooks. This is where my prospect’s eyes started to get big, as he saw how much time, factored by associated hourly costs, was being spent on efforts that an ERP system could automate. 

We assessed values for each of the existing manual processes, and compared them with the reduced time and effort involved using the ERP approach. The resulting savings would go right to the firm’s bottom line. But as significant as those savings would be, I added, the real impact would come from the improved quality of the work environment, better communication with clients, and most importantly, increased opportunities for success. 

See how today’s success-minded firms require a laser-like focus on strong project and financial management practices by downloading the whitepaper on Growth and Transition Strategies.

So, you’ve heard about the new Vision Unleashed, Deltek Touch Time and CRM mobile applications and want your smartphone users to be able to utilize these applications to access Vision offsite. Perhaps you like the idea of your Vision users having the ability to work from home or abroad or maybe you think the new Navigator interface would be really helpful for project managers out in the field.  However, you feel opening up Vision access from the web sounds kind of scary and you have questions. Is it safe? Is it expensive to set up? Is it hard to configure? 

Well, let’s take a look!  

Is it safe?

Yes it is!  When properly deployed using Secure HTTP and a strong password policy, accessing your Vision data from anywhere is as safe as accessing your banking information. 

Is it expensive?

Only in the time to set up (generally an hour or two) and the purchase of a security certificate. The certificate is good for several years and costs only a few hundred dollars. 

Is it hard to configure?

For a single server install the process is simple and can be completed with very little downtime or afterhours with proper planning.  Multi-tier installs offer a bit more complexity and should be discussed to ensure all the nuances are covered before beginning.  Full Sail Partners has assisted many firms with the transition. Feel free to reach out to us for support.  

Here are the steps to open Deltek Vision to the internet to allow your firm access to new features like Deltek Touch.

1. Configure a Fully Qualified Domain Name (FQDN) that you will use to reach Vision from offsite. ‘Vision.yourcompanyname.com’ is a common format.
2. Purchase and install a SSL security certificate for your new FQDN on your Vision server.
3. Modify your firewall rules to allow port 443 (secure http) traffic to be forwarded to your Vision server. Note: This is a good time to try visiting your Vision login page to see if everything is on the right track, in Internet Explorer. Visit HTTPS://Vision.yourcompanyname.com and make sure it loads.
4. Verify the FQDN is also reachable internally, DNS may need tweaking.
5. In Reporting Services Configuration Manager, under the Web Service URL tab, add the SSL identities now available since applying the new security certificate.
6. In the Vision Weblink, on the reporting tab, change the Server URL to your new FQDN/reportserver. For example: https://vision.yourcompanyname.com/reportserver. Note: Be sure to click the Test button to verify you have it right!
7. Voila! You should now be able to log in from both onsite and offsite and successfully run reports.  Once verified, you can notify all of your users to use the new link for their Vision needs. 

iAccess, Deltek Touch, and Vision Unleashed can now be deployed.  Enjoy safely and securely accessing Vision, anywhere, anytime! Let us know your experience.

When a request for a custom solution is received, be it a report, workflow, or external data automation, many clients are surprised the first items we review are the standard functions available in the particular system they are looking to customize.  “Are you trying to talk us out of having you perform the programming work?” I had one client ask me incredulously, after I had shown her a way to accomplish getting the information she had wanted in a custom report within the native Vision Reporting system. 

My response is always the same.  We would love to work with your firm on a custom initiative; however our top priority as your Consultant is to ensure that you receive the best value for any work we perform.  There are times where custom programming is going to be the best path forward, but if we can accomplish the same (or relatively the same) results natively, in less time – you’re going to be happier as our client, and we may have an opportunity to work with you on a customization effort that will truly be valuable for your organization in the future.  As your consultant, we are ultimately advocates and partners in helping you be successful and getting the most out of your system. 

Sometimes the native functionality is not quite enough for an organization and so customization is the right step to make. In some circumstances, it’s natural to start to look at custom programming to help overcome those hurdles. Those might include:

• Cultural requirements in the organization to have data represented a certain way
• Manual processes require a tremendous amount of repetitive effort
• It takes two or more reports to get one set of information the organization requires
• Additional systems that are used in the organization may require a duplication of effort
• Information is stored in house and in the cloud, and you wish to simplify the effort of keeping these separate silos of data up to date
• Aesthetics of a particular report or information set may not match with the firms brand or be overly complex for the information needed 

When evaluating if engaging a consultant on a custom programming effort makes sense for your firm, here are some key questions to ask your internal team:

• Have we identified the motivating factors for requiring the custom programming effort?  
• How much time is spent manually today to get our desired result?
• How much of this time will be saved by incorporating the custom programming?
• Have we explored the native Vision system capabilities and found we cannot reproduce what we need?
• Have we considered how close we can get using the native capabilities in Vision and can we operate within those parameters, or is this a definitive organization need?

As you embark on asking a colleague or consultant to customize your system, here are some questions to ask prior to having them moving forward:

• Do you have advanced knowledge of Transact SQL?
• Have you worked with the structure of the Vision database and functionality of the Vision application?  (I can’t emphasize this point enough!)
• In developing this report, will we be able to reconcile the custom work to native Vision reports? (Whether through a single report or a combination of multiple reports)
• Is there a way to already accomplish something similar with the native functionality of Vision?
• Do you have experience writing web services for Deltek Vision and ?
• I have an example of what I’m looking for, do you see any issues with providing it in this format or with this information and do you have any suggestions for how we may be able to do this more effectively.  

Our library of custom solutions continues to grow every day. Some of these solutions can be purchased at a flat fee and utilized as is or further customized.  This is a great way to minimize costs and get results quickly.  We welcome you to reach out and find out if something similar has already been created. We are committed to helping you find the right solution to fit your unique needs.

Deltek, Inc. recently announced at the Deltek Insight 2012 Conference that Full Sail Partners and its client, Wiss, Janney, Elstner Associates, Inc. (WJE), have been selected for the Partner Award for Deltek’s 2012 Project Excellence Awards Program.  The Partner Award recognizes a Deltek partner, and customer, that together have delivered an exceptional Deltek solution implementation.

Full Sail Partners assisted Wiss, Janney, Elstner Associates, Inc., a prominent A/E/C firm ranked on Engineering News-Record's list of the Top 500 Design Firms in America, with the implementation of Deltek Vision across its business.  Full Sail Partners built numerous workflows in Deltek Vision such as conflict checking, project initiation, billing, and project status report.  As a result, WJE realized an annual savings of about $1.8 million and a reduction in DSOs of 45 days.  The cost to purchase and implement Deltek Vision paid for itself over 30 times in just one year. 

“As the leader in solving the world’s most challenging construction-related problems, WJE works on more than 7,000 projects a year. Our project management, time, and accounting systems must not let us down,” said WJE Associate Director of Finance and Controller, Steven Schmit.  “We are honored to receive this award recognizing the partnership between WJE and Full Sail Partners, whose expert guidance and support has been so critical to the successful implementation and ongoing operation of Deltek Vision within our firm.”

Since the awards program started in 2008, Deltek has recognized some of the most innovative, market-leading companies in the world. The Project Excellence Awards program, a key component of the annual Deltek Insight User Conference, was designed to highlight and honor unique achievement among Deltek's more than 14,500 customers worldwide.  The goal of this award program is to recognize outstanding Deltek customer and partner success in improving business processes and performance, increasing profitability and winning new business.

“We are very proud to be honored with the Project Excellence Partner Award with WJE.  We loved the challenge as presented by Steve and WJE” said Kevin O’Connor, President of Full Sail Partners. “The automation created by WJE and the FSP team brought forward a game changing level of efficiency. The implementation provided increased functionality, reduction of manual processes through automation, and timelier reporting and distribution which resulted in significant time savings. WJE has been a true partner with our firm and the close integration of the work we did is a testament to both or team’s commitment to excellence.” 

AccountingToday.com selects Full Sail Partners to join the 2012 Top VAR 100 List. Several Deltek Partners were named to the list, but Full Sail Partners was the highest ranking VAR dedicated to only Deltek products.

Each year a select group of 100 organizations are honored for their accomplishments as Value-Added Resellers (VAR). The top VARs are selected from organizations focused on sales and implementation of accounting and Enterprise Resource Planning (ERP) software. Criteria used to determine the winners include 2011 revenue, number of offices, and staff.  Full Sail Partners, offering business consulting, technology solutions, and application hosting for Deltek Vision, is honored by AccountingToday as a 2012 Top Value Added Reseller (VAR). The firm provides on-premise and cloud-based solutions for architects and engineers, energy and environmental consultants, and professional service firms across the country. Full Sail Partners' team, collectively, brings more than 200 years of experience with Deltek products. 

"We are honored to have Full Sail Partners named a 2012 VAR," stated Kevin O'Connor, President of Full Sail Partners. "We focus on the 'value-added' part of being a VAR. We embrace Deltek's SaaS solution and are finding clients like the flexibility of knowing they have the option of both a cloud and on-premise solution. The cloud is not new to our firm. For almost 5 years, we've offered firm's the ability to host their application instead of investing in IT infrastructure. Our firm continues to differentiate ourselves by providing unique technology solutions and most importantly working with them through the sales process to solve business issues," added Mr. O'Connor. 

"We are proud to have Full Sail Partners represent Deltek. The award is a well-deserved recognition. As one of Deltek's most successful Vision Partners, Full Sail Partners is a major player in Deltek's overall strategy and has a long track record of providing outstanding software solutions and client services. They have earned a reputation as industry leaders and this recognition is a reflection of their hard work." Claus Thorsgaard, Deltek Executive Vice President and General Manager, Professional Services. 

About Full Sail Partners
Full Sail Partners specializes in client-focused technology solutions for architects and engineers, energy and environmental consultants, and professional service firms across the country. Full Sail Partners offers business consulting, technology solutions, and application hosting for Deltek Vision. Partnering with more than 1000 clients nationwide, Full Sail Partners builds long-term relationships and seeks to identify the critical resources to create a faster, more efficient, and cohesive business infrastructure.

Full Sail Partners – Keep Your Business on Course. | For more on Full Sail Partners profile and background on the Full Sail Partners crew, visit us at http://www.fullsailpartners.com. 

About Deltek
Deltek (Nasdaq: PROJ) is the leading global provider of enterprise software and information solutions for professional services firms and government contractors. For decades, we have delivered actionable insight that empowers our customers to unlock their business potential. 15,000 organizations and 2 million users in over 80 countries around the world rely on Deltek to research and identify opportunities, win new business, optimize resources, streamline operations, and deliver more profitable projects. Deltek – Know more. Do more.® www.deltek.com. 

About Accounting Today
AccountingToday.com is a leading provider of online business news for the tax and accounting community, offering breaking news, in-depth features, insightful editorial analysis, and a host of web-related resources and services.

While much of the country endured 100+ temperatures, the attendees at the annual Society for Marketing Professional Services (SMPS) Build Business Conference in San Francisco experienced daily highs of 72 degrees. Although the temperatures were low, the event was burning with energy as attendee's embraced this year's theme of "Take Action".  

At the conference, Deltek announced a strategic alliance with SMPS. The partnership will include identifying best practices and trends to advance technology's role in the architectural, engineering, and construction (AEC) industry. Additionally, mySMPS added a collaborative space for Deltek Users and SMPS members to interact, ask questions, and provide feedback on improvements.

Full Sail Partners is a proud supporter of SMPS as demonstrated through active involvement of its employees and consultants. Full Sail Partners’ CRM Consultant Kevin Hebblethwaite officially took on the role of SMPS National President and announced the board’s plans for the upcoming year. A “scan” of the marketplace through a survey has been deployed to the SMPS membership. The purpose of the survey is to incorporate the feedback into the society’s long-term plans. The survey currently has a 24% response rate and is expected to continue to increase. Expected key initiatives, supported by survey responses, include marketing integration, expansion of SMPS’ education offerings, and the development of operational standards and toolkits for local chapters.

At the event, Kevin brought a chuckle to the audience as he officially announced he's "weird" and encouraged others to embody a spirit of thinking that is not limited by sticking with the norm.  Kevin explains further that “politely shaking things up a bit can often short-circuit the path to success in areas such as relationship development, process improvement and differentiation.”

Full Sail's Director of Marketing and Business Development, Sarah Gonnella, also attended the event and is entering her second year term on the SMPS National board's Technology Committee and contributes to SMPS Connection and the Marketer. At the end of August, Sarah rolls off of the SMPS Atlanta Board and joins Kevin Hebblethwaite as a Past President of the Chapter. Both are proud to be part of such a strong chapter, which received 1st place Striving for Excellence Awards for website and large chapter. “SMPS is one of the best organizations in the AEC industry. I encourage those involved in business development, marketing and strategic planning at their company to actively get involved. The organization really does advocate, educate, and connect members,” remarked Sarah Gonnella.  To find out more about the a, e, and c of SMPS view this video: http://www.youtube.com/watch?v=syHFDKAxsW4.

Scott Seal, Director of Service Development, is a new comer to the SMPS network and joins the host chapter, San Francisco.  “I’ve heard a lot of great things about the organization and I look forward to getting involved on a local level. The conference was a great way to kick-off my experience. As demonstrated by the awards, I’m excited to be associated with such a great chapter,” commented Scott Seal.   The San Francisco Chapter's President, Alethea O'Dell, was recognized as the President of the Year. Her gracious acceptance speech brought laughs and tears to the audience as she thanked her "Big, Bold, Bad A$$" board and committee members.

Full Sail Partners looks forward to “Dreaming Big” in Orlando, Florida at next year’s conference and encourages you to share your story about SMPS or your conference experience.

Did you know you can enter your time into Deltek Vision from your iPhone or iPad?  I don’t know anyone that gets excited about filling in their timesheet, but the Deltek Vision Timesheet app allows me the ability to access my timesheet no matter where I am. For users that travel or are away from the office, it allows a convenient method to update your time on the fly.  Sorry, no more excuses for those on the road.

To set up the app, I searched “Deltek” from my iPhone app.  I clicked install and obtained my server name from my IT person to sync to my Deltek Vision database. The installation was simple.  The added security of a 4-digit pin also provides secure access to the app.  There is no syncing between my desktop and my phone. The information is automatically updated in real-time.

It’s easy to add a project to my timesheet and the favorite feature allows me to keep my frequently used projects. The project did, of course, have to be active and approved for use in processing.  With the iPhone 4s, I’m able to use the voice-to-text feature to speak my timesheet comments.  A very helpful feature when your drinking your morning coffee.  

Kudos to Deltek for this free, user-friendly app.  Now I can access my timesheet anywhere, anytime.

To check out more features and compatibility requirements, visit iTunes: http://bit.ly/Ki93E6. 

Update on 10/1/12:
For firms that need to access Deltek Vision for all applications via Mac, iPad, iPhone, Android any many other devices, check out Full Sail Partners' solution:Vision Unleashed.

Update on 2/25/13:
Deltek has a newer timesheet version available for iPhone and Android users. View this page for more information: Deltek Touch.

Our modern day culture is often obsessed with perfection. Magazine covers are graced by photoshopped professional models and our TV screens are filled with successful eclectics whose wealth is their biggest problem.

Fortunately, perfection is not an attainable goal; the real goal is the path we follow as we strive for peak performance which is the essence of a 'perfect employee'.

It was Vince Lombardi that said, “Perfection is not attainable, but if we chase perfection we can catch excellence.” Considering that the NFL Super Bowl trophy is named after Vince Lombardi, you could say he knew a thing or two about peak performance…

So, what qualities help us along this path to being the ‘perfect employee’? 

What are the 11 P's of Peak Performance?

If obtaining peak performance is our professional goal, then, what exactly are the attributes that we need to be the 'perfect employee'?  Following is the list of benchmark qualities you should strive for on your path:

1. Proficient. Sure, you can’t have all the answers but you know how to dive in or connect with the right people to figure them out. You come to the table with suggestions - not more problems. You are constantly looking at how to improve the process.

2. Proud. You are proud of your work because your efforts are always well thought out, tested and reviewed. You don't rely on others to finish your assignments but ask others to quality check your work to make sure it is always correct.

3. Persistent. We all know to learn from mistakes, but the 'perfect employee' personifies this concept. You admit when you are wrong sooner than later. If you don't know how to do something, you find out how … with no excuses.

4. Passionate. You LOVE what you do and radiate emotion when you talk about your work!  You learn on your own, offer improvements, and share with others what you know.

5. Productive. Your willingness to push up your sleeves and work overtime while not jeopardizing other commitments is renowned. While we all have parts of our jobs that are not favorable, 'perfect employees' realize the goal of those less desirable tasks and get them done.

6. Positive. You exemplify “Can Do!” by accepting that you can always improve, you see challenges as opportunities, and you think about how things can be done instead of complaining about what you can't change (including the past).

7. Professional. You understand that while comradery is important with co-workers and clients, there is a fine line between “fun” and unprofessional “fooling around.” You make sure your work is top notch and your comments will not ever be construed as childish or offensive.

8. Able to keep Promises. You are always thinking about priorities and when the job will be completed in order to deliver in order to keep your promise. You communicate when a conflict arises but still look to deliver on time. You are faithful about deadlines and rarely provide excuses.

9. Punctual. You understand the value of time, yours as well as others. People think “punctual” is your middle name.

10. Able to Promote … others and yourself. You promote great deeds and great work regardless of who completed it. You are always thinking and talking about ways to make the workplace a better environment for your colleagues and services better for clients.

11. Purposeful. Each day has a purpose. You take each day and every action seriously; constantly thinking about what needs to be accomplished and how to generate purposeful results.

HOW to be “perfect” (or close)?