Full Sail Partners Blog (44)

Full Sail Partners, a Deltek Platinum Partner, is pleased to announce the addition of Valerie Kelleher to the client services team. Valerie has joined the firm as the south central account manager and will provide account services for Full Sail Partners’ clients in the southwest United States. In this position, she will work as a liaison between Full Sail Partners and clients, helping to build an open and collaborative community.

Valerie joins Full Sail Partners with over 20 years of accounting and finance experience. Additionally, she has served as a contract administrator in the architectural and engineering industry.

“I enjoy working with people, and in this role, I will have the opportunity to interact with Full Sail Partners’ clients on a regular basis,” Valerie said. “The culture and strong belief in the success of our clients makes me proud to be a member of the Full Sail Partners’ team.”

The Full Sail Partners’ Account Management Program is designed to serve the needs of our Deltek client base and promote greater engagement. In this role, Valerie will serve as an additional resource to address client questions and will be a dedicated point of contact for the clients in her region.

“Valerie is an outstanding person who is passionate about serving others, which makes her the perfect fit for this role,” said Wendy Gustafson, Full Sail Partners’ Vice President and General Manager. “We are excited to grow as a company and even more thrilled to have Valerie on our team.”

For more information, please contact Full Sail Partners’ Marketing and Communications Department. Interested in learning more about the Full Sail Partners' team? Check out our crew!

If you have been wondering about the newest features of Constant Contact, then look no further, this blog is for you! As the people over at Constant Contact like to say, “New year, new features.” Trust me, there are a whole heck of a lot of new features in Constant Contact. Let’s go ahead and dive right in!

The Newest Features in Constant Contact

• Connect with new prospects using the welcome email | Constant Contact’s new welcome email functionality allows you to enable your website forms with the power of Constant Contact. When new contacts submit a web signup form, they will receive an automatic welcome email. This functionality allows your firm to make the right first impression by sending new contacts relevant and targeted emails. Doing so will allow you to reach out to the contacts when their interest levels are at their highest point.
  
  
• Utilize previously sent emails | The days of starting from scratch with each email campaign are long behind us. You can save time and avoid hassle by intuitively copying previously sent emails.
  
  Here is how it works:
  
  1. Select a previously sent campaign in Constant Contact
  2. Under the Actions Menu select ‘edit’
  3. Click ‘copy’ in the dialogue pop-up box
  4. Newly created email is now ready to go through your edit process

• Create stunning emails with background patterns | Are you looking for new ways to spice up your email? You can choose one of Constant Contact’s new templates with a background pattern. It is easy to customize your background pattern by selecting the design and color of the pattern directly from the visual editor.

• RSVPs made easy with the RSVP block | Are you planning on hosting a lunch and learn or some other kind of industry event? You can quickly get a head count by using Constant Contact’s “RSVP block.” You will be able to streamline your event planning by capturing RSVP responses from contacts in a single click. The RSVP block can be fully customizable with your specific event details, allowing you to avoid using complicated sign-up forms.

  Here is how it works:
  1. Click on the ‘build’ tab on the left hand design menu in Constant Contact
  2. Select the ‘add-ons’ option
  3. Drag the ‘RSVP’ widget into your email
  4. Click on the new block in your email, select the ‘edit’ button and customize the information for your event
• Introducing the video block | Sharing videos in your email campaigns has never been easier. You can increase reader engagement by providing your videos directly in the body of your email!
  
  Here is how it works:
  1. Simply copy your video link from YouTube
  2. Click on the ‘build’ tab on the left hand design menu in Constant Contact
  3. Drag the ‘video’ widget into any part of your email template
  4. Click on the new block within your email, and select the ‘edit’ button
  5. Paste your video link from YouTube and select ‘insert’
• Image options | We all know that images are one of the best ways to engage our audience. Now you can enjoy additional functionality with images! You can utilize images to link your reader’s out to important PDF documents or link directly to an email address.
  
  Here is how it works:
  1. Click on an image within the body of your email
  2. Click on the 'link' button that appears within the popup dialogue box
  3. Use the dropdown menu the select 'email address' or 'document'

Get Started with the Newest Features in Constant Contact

Are you ready to get started with these new features in Constant Contact? Here is the great news! These features are already available for all existing Constant Contact users.

You’re not already a Constant Contact subscriber? That is no problem! You can just click on the link below to sign-up for a 60-day free trial and see how the world’s leading email marketing platform can help you take your outbound marketing to the next level.

You are having a great year, business is steadily growing and employees are happy. With continuing growth in mind, you acknowledge that to meet future workload needs, your firm should contemplate acquiring a similar firm. Therefore, it becomes time to think about Mergers & Acquisitions (M&A).

At the outset of the merger and acquisition process, you should address some important questions such as; will you be in need of a multi-company database and will the new acquisition require an integration as well as a new profit center?

If you leave these questions and others unanswered, it can affect the success of the M&A. The process may fall short of expectations leaving you wondering why you bought the firm in the first place. You must ensure that this doesn’t happen by focusing on the critical details and making the deal a success.

Why are Mergers and Acquisitions happening?

In 2015, M&A hit an all-time high in the A&E market, and it was predicted that the M&A rate would remain strong through 2016. According to Deloitte, “While 2016 may have started out at a tepid rate, October 2016 became the busiest month ever for domestic M&A with its unprecedented wave of transactions.”

In 2016, companies were motivated by low interest rates, resilient stock prices, solid employment and an abundance of cash. Additionally, a survey by KPMG found that companies wanting to solidify their position in their markets was the number one reason for deciding to buy another firm. So what were the results of the deals?

According to a survey done by Deloitte, most respondents said some of their 2015 and 2016 deals fell short of expectations. A key takeaway from this survey is that integration planning and due diligence ranked high on the list as areas of crucial importance in making successful deals. 

Even though not all deals performed as expected, companies are still excited. The M&A outlook is positive for 2017 with 75% of survey respondents anticipating that deals would increase and 64% anticipating those deals would be bigger! More companies say they have increased cash levels and intend to use their cash to strike more deals. Furthermore, 73% of respondents said divestiture was a major focus of 2017. 

How much is enough Due Diligence?

All too often, the due diligence phase does not uncover accounting practice differences and true project costs. Primarily, participants focus on the backlog, client relationships and project revenue. However, client systems may only show a small picture into the project lifecycle and not provide insight into work in progress, write offs, overruns and true project gains or losses. If a company does not allow enough time for this phase before the deal is done, resources may feel pressured to present a positive picture of the purchase and may not have adequate time and resources to show the complete picture.

Even more, it’s not just the numbers that need to be in line. Firm culture can cause a deal to collapse. Employees may react with concern for their future and not view the new company’s goals and missions as being their own. As a result, they often feel they are the new kid on the block, even though they may have been with their current company for 25 years.

For example, a Boston firm, where people go to work in suits, buys a Texas firm, where employees wear jeans and hunt on their lunch hour. Obviously, these are opposite cultures, and this needs to be addressed during the due diligence process rather than during the employee welcome or two months after the purchase is finalized.

Most employees just want to know they will be paid the same pay, have the same benefits or better, and can easily complete their daily functions with little interruption. Are files and drawings easy to store, move and retrieve electronically? Is the office in the middle of the desert with no internet or cell service, and if so, how will timesheets be submitted on time? Is the technology team ready to meet that challenge? These basic questions are often key factors to employee dissatisfaction and are easy to overlook without proper due diligence.

Lining Up the Right Players for Integration Planning

So who should be involved in the M&A and at what point? You need to make sure you are including individuals that can be your champions. These significant players must understand both the current company’s mission and the new company’s mission. Armed with this knowledge, they will be critical in the planning, execution and support of the new joint company. Keep in mind that there will be a learning curve on both sides. Systems are new, processes are new, and policies are new. If you can make the transition transparent and seamless to all parties, you will enjoy a more effective integration.

Avoid an Underperforming Merger and Acquisition

Be prepared as you begin the M&A process and focus on the critical details. The deal will be successful if both due diligence and integration planning are handled effectively. Have your key players do the proper research and get answers to crucial questions. Doing so will ensure that the firm being acquired, or being merged with, will suit the culture of your firm and that there will be a seamless transition. 

“I can’t find anything in our CRM system.”

“Our CRM system isn’t user friendly.”

“Our CRM system doesn’t provide me the data I need.”

The statements above can apply to any Client Relationship Management (CRM) system. Yep, you heard me right. These comments are shared with me daily by prospects and clients alike. These complaints may seem valid, but the truth behind why your CRM system sucks is much harder to swallow and admit. Deep down inside, you know the real reasons. Today I’m going to share with you why your CRM system doesn’t work and what you can do about it.

The main reason why CRM implementations usually fail isn’t because of the system, it’s because of you. I told you this was going to be hard to swallow. A CRM system is meant to provide a place to house all of the important information about your clients and opportunities. However, many firms purchase a CRM system thinking it will miraculously do the work for them with no effort required. 

A CRM system can work for you, but not if you haven’t set it up or implemented it with forethought. More importantly, it can’t work for you if you don’t actually touch or use it. So stop pointing your finger at the CRM system and placing the blame. As the saying goes, when you point one finger, there are three fingers pointing back at you. 

If you want a successful CRM implementation, here are some things to consider. 

Stop Focusing on the Wrong Things about Your CRM 

Your CRM system should focus on a few reports to make sure sales people are generating business for your firm. Each of those reports need to be automatically sent to you at the same time every week, month or quarter. As a Sales Manager, you need to know: 

1. Do we have enough pipeline?
2. What opportunities require follow-up?
3. How are we getting new deals?
4. Why are we losing deals?
5. Who previously spoke with the client?

No system in the world can save you if you haven’t set up a way of monitoring these core activities. No bells and whistles of a new system will accomplish this essential task. Stop whining and making excuses. The fact is, if you don’t have these key reports, you haven’t established your processes. Take a step back and identify what really matters first.

Whip It! Whip it Good!

Every system needs someone dedicated to managing it. In the AEC industry, QA/QC is a must with projects to avoid potential failure. Your CRM system is no different. Make sure each area of the system has someone that “owns” it to ensure there is integrity with the data. Give these people some whipping power! Management must stand behind them, it is expected that everyone will update their own clients, contacts and opportunities. Above all, these system “owners” should know the system inside and out and take full responsibility for its success.

Making Excuses, Excuses, Excuses

Firms that are successful at CRM make it a part of their culture. It’s not an option to use the system, but rather a requirement. Don’t let excuses stop your team from using the system. Provide them training and support to learn the system and expect in return that employees use the system as designed. Anyone can find a reason why they can’t or won’t. However, accepting excuses won’t provide your firm the information needed to make informed decisions about sales pursuits.

Don’t Let Your CRM Suck

So what are you going to do? Are you going to keep making excuses and blaming the system or are you going to take the necessary steps to whip your system into shape? We at Full Sail Partners are available to help firms successfully implement their CRM. We expect all of our employees to practice what we preach and will work hard with you to ensure that your CRM no longer sucks.

Full Sail Partners, a Deltek Premier Partner, is proud to announce that Michael Kessler, Principal Consultant, successfully completed the Project Management Professional (PMP) Certification. As a result of this achievement, Michael will be able assist clients with identifying areas of opportunity for improvement in their project management process. Additionally, he will now incorporate PMP best practices to help firms increase the earning potential from their projects.

PMP Certification is a globally recognized project management certification based on principles established by the Project Management Institute. The PMP Certification demonstrates that a person has mastered the global language of project management.  

“I found the training and studies as I prepared for the certification test valuable in gaining a better understanding of the project management process beyond the numbers I have often focused on,” said Michael. “I have become more aware of the spoken language, which will facilitate improved communication with my client base. I also believe I now have the ability to push the software just a bit harder to produce the output that will add value to my clients’ operational analysis.”

Prior to joining Full Sail Partners in 2015, Michael spent nearly a decade involved in the Deltek community as a consultant for Deltek. While working for Deltek, he helped firms of all sizes with implementing and maximizing the capabilities of Deltek Vision. With his PMP Certification, Michael has garnered additional knowledge he can leverage when working with Full Sail Partners’ clients.

“Michael is always seeking out ways to provide clients with increased knowledge to improve their business processes,” explained Scott Seal, Vice President of Consulting. “With this certification, Michael has added another tool to his arsenal that he can utilize to assist clients with improving their processes.”

For more information, please contact Full Sail Partners’ Marketing and Communications Department. Interested in learning more about the Full Sail Partners' team? Check out our crew!

Email marketing is one of the most cost-effective tactics for acquiring new clients and re-engaging existing customers. So why is it that so many firms are resistant to adopting a dedicated email marketing strategy? Failure to implement a dedicated email marketing strategy focused around best practices can lead firms to experience lackluster email results. This blog is going to dissect the most common reasons emails sit unread and collect dust. Apply these tips to start winning the battle for the inbox!

Common Mistakes Keeping You from Winning the Battle for the Inbox

1. Unclear subject lines | Did you know that 33% of email recipients open email based on subject line alone [source: Convince & Convert]? Experience greater success with your emails by providing your audience with a compelling reason to open your email. In other words, make the subject line attractive to your intended target so that they want to read your email!
2. Missing the mark on content | Not every member of your audience is interested in the same content. The foundation of a successful email marketing campaign is grounded in keeping content relevant to your readership. Utilize your CRM system to drill down your segment list and keep your content relevant to your audience.
3. One way flow of communication | Have you ever received an email from a ‘do not reply’ email address? This type of tactic comes off as impersonal and will leave a sour taste in a recipient’s mouth. When companies send out mailers from a ‘do not reply’ address they tell their audience that they don’t care to have a real conversation. Give your audience the impression that you are receptive to feedback and you will be amazed at how active your subscribers become.
4. Too many links, not a clear enough call-to-action | Links to important content can be helpful and convenient for readers. As a content provider it is important to tread carefully here! Too many links can detract from more important content and confuse your readers. Focus on your message at hand and optimize your emails to drive viewers to engage in your call-to-action.

Get the Most Out of Your Email Marketing Campaigns

We hope that you have learned something from this blog that can be applied to your email marketing efforts. Remember that each email campaign is an additional opportunity for you to attract and delight your audience. Following these best practices can make a huge impact on your outbound efforts and lead to increased conversions and growth in your subscription base.

Interested in learning more about winning the battle for the inbox? Join us on February 8^th to learn how to take your email marketing efforts to the next level.

Within Deltek Vision lies a very handy tool, which enables a firm to have multi-company functionality. However, the benefits of this multi-company functionality feature seem to elude many firms that would greatly appreciate its capabilities. So let’s talk in detail about multi-company functionality and the why, when and how firms should use this fantastic feature.

Intro into Deltek Vision Multi-Company

Basically the need for a multi-company environment comes down to having to track a separate entity with its own tax id number in a single Deltek Vision database. Some of the scenarios that require multi-company management include:

• Banking relationships
• Investments and/or holding company requirements
• Tax reporting
• Professional licensing requirements
• Foreign country reporting requirements

Additionally, the need for intercompany billing can occur when two or more related companies make payments on behalf of the others. The most common reason for intercompany billing is the sharing of labor resources between companies that have separate payrolls and/or making vendor payments for another related company.

When a firm decides to utilize multi-company functionality, it is recommended that sub-ledgers be set up to track the due to and from, and clear intercompany balances. This creates the ability to use both the AP and AR aging reports for the intercompany balances.

Determine Internal Pricing Structure

Upon implementing multi-company functionality in Deltek Vision, firms must determine what internal pricing structure to adopt. The options are:

• Re-class only - moves the transaction to intercompany AR/AP at cost
• Project Centric - leaves the transaction on the books of the project’s company with some amount of compensation also moving to keep the loaning organization whole
• Employee Centric - moves the transaction back to the employee’s company with some amount of revenue moving back as well
• High Accountability – which uses work breakdown structure to manage transactions and point directly to the company who owns the transaction

Keep in mind, there is a lot of flexibility within the options above. Different scenarios can be created for different transaction types. Also, by order of operation, the various options can be overwritten at the individual company level or at the lowest work breakdown structure level by project.

Intercompany billing makes accounting’s job easier in regard to multi-company transactions. When transactions are made to projects not in the home company (company where the transaction is being posted), invoices and vouchers are created through a series of postings that are reflected in GLs of the respective companies. These invoices and vouchers also appear on the AR and AP aging reports noted above. Accounting can then clear the reports using standard check processing and cash receipts.

More Benefits of Multi-Company

Using Deltek Vision’s multi-company functionality provides another benefit to firms with consolidated reporting. Consolidated reporting allows a view of the performance of all the companies within the database. Consolidated groupings can represent all companies or a cross section of companies depending on the needs of company leadership. The consolidation process incorporates standard eliminations of configured control accounts as well as client-defined accounts, such as capital investments in related companies. Consolidations are “memo” entries and not posted to the GL.

A multi-company database permits each company to maintain a unique GL while still only creating one set of shared GL account numbers. Furthermore, firms can restrict GL account numbers, and other master records can be shared and/or restricted as well. Also, Vendors can be shared. However, the accounting tab is company specific for account and 1099 purposes.

In addition to the benefits mentioned above, the multi-currency function works in tandem with multi-company to allow firms to have unique GL/functional currency. This is a great feature for firms that work internationally. Lastly, the consolidation process can include GAAP compliant currency translation and a gains/losses entry.

Final Thoughts on Deltek Vision Multi-Company

Firms of all sizes can benefit in many ways by using the multi-company functionality that is part of the core capabilities in Deltek Vision. Being aware of when, why and how to use a multi-company database will help your firm make important business decisions and operate efficiently. For more information, contact Full Sail Partners here.

Over the past couple of decades, advances in technology have significantly changed the way businesses are run. As a positive result, employees have increased their productivity as they are able to do more with their available time. On the other hand, with the various ways of receiving data now, an enormous amount has been and is currently being collected which has exponentially increased the time required to manage it. Putting an effective document management system in place has become crucial to ensure successful business operations. Employees must understand how and where to store important files and project information to keep business running smoothly.

Now with Deltek Project Information Management (PIM), formally known as Union Square, firms have a powerful tool for document management that integrates with Deltek Vision. Here are some core capabilities that support best practices for document management.

Proper User Access and Permissions

Deltek PIM provides firms the power to assign the proper permissions and restrictions to protect your firm’s data. Documents include everything from your finished products to confidential HR records. Without a comprehensive policy and system in place, everything can be at risk.

Deltek PIM offers a solution to document access restrictions in the form of defined user access and permission controls. Role-based security allows your IT department to create user groups with pre-set access rights. This ensures that entry-level HR employees are in a different access group than the HR manager and have no access to documentation in other departments unless permitted to do so. Here are some security levels that are included:

• At the department level – All rights (system, group and user) are assigned by department
• At the systems level – Set global permissions that apply to all groups within a department
• At the group level – The most efficient way to manage security because you only need to set up security permissions once for multiple users
• At the user level – Set permissions for individual users
• At the project level – set permissions separately for each project and document type within the project

Create and Maintain a Consistent Naming Convention

Consistent naming conventions are critical, especially in the Architectural and Engineering Industry. If not followed, having standards in place is useless. Deltek PIM ensures consistent file names by preventing users from creating their own file names independently.

Although pre-defined terminology is a great feature, your company also has the option to customize the naming scheme to suit your conventions and even include date stamps that make chronological file searches possible.

Use the Central Template Library in Deltek PIM

The template library allows firms to maintain a set of company standard templates that are version managed, controlled and accessible by operational staff. This ensures consistent formatting of documents regardless of which staff member creates the document. A key thing to remember when creating a new document is everyone has to have access to those templates to ensure compliance with company standards. Additionally, templates in Deltek PIM automatically include the metadata for the document type and key information with limited access to changing this information.

Keep a Document Audit Trail

With all of the liability concerns, document auditing is a critical feature for all document management systems. The audit trail must be able to account for each version of the file, who created it, and who downloaded the document. In addition, Deltek PIM keeps all deleted documents in a separate location, ensuring no critical data is ever completely lost. Furthermore, based on the requirements of your state and/or areas of work, the audit trail will remain intact for the required term.

Use Proper Version control

Deltek PIM provides a project-wide document numbering system to prevent duplicate document numbers within the same project. It also provides a consistent revision coding system and sequential coding of revisions for the life of the documents. Even more, an automated tracking of who is responsible for each version and who has reviewed it allows for complete insight into the version history of documents.

Eliminate Duplicate Documents

Aside from taking up storage space, duplicate files make searching for what you need significantly more time consuming. Keith Pickavance in his work, Delay & Disruption in Construction Contracts notes “It’s not uncommon for a large project to produce millions of pages of documents, of which only 5,000 are critical.” A system that automatically finds and eliminates duplicate documents becomes more and more important as the project size increases.

With email communication, often there are many copies of the same email. Each copy could be filed by a different staff member into a different location. A system that locates and deletes those duplicates while tagging the primary email with proper metadata for searching can considerably decrease duplications and increase the ease of search-ability.

Keep Project Management and Document Management in Sync with Deltek PIM

The core benefit of Deltek PIM is the integration of the project opportunity and project management that creates a link with everything from document management to contacts. The central hub for creating an opportunity is in Deltek Vision, and being able link it to a specific project allows for everything related to the project to be stored and viewed in one location. By clicking on a contact, you can easily see the projects they’re associated with and what actions they have. This convenient access allows employees to quickly find and view critical project documents to allow them to do more!