Relationships Are More Important Than Ever Before

1. Richard Hermann Director of Sales- ContactNet International & Corporate Markets r.hermann@thomsonreuters.com 978.973.4442 (USA mobile) Relationships Are More Important Than Ever Before Enhance InterAction Investment with ERM / B2B Social Networking

2. 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?

3. 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)

4. 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

5. What is ERM? “Google” for firm relationships Leveraging the right relationships at the right time when pitching, retaining or expandingbusiness. Enterprise Relationship Management analyzes firm-wide internal data and uncovers key relationships without manual data entry or data maintenance.

6. ContactNet is ERM to uncover & leverage: • 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!

7. Address Books Email Traffic Patterns Electronic Calendar Others i.e. telephony Others, eg -CRM Elite/CMS How does ContactNet work? firm firewall Outlook Blackberry Intranet KM Portal IA/CRM Easy Access Privacy Access Layer / Granular Configuration Options ContactNet Scoring Matching Email Content Not Analysed Taxonomy Filtering Firm’s Data Sources

8. ERM will transform email patterns, large firm size and InterAction data challenges from a liability to an asset. 8

9. ERM immediately makes InterAction more valuable

10. 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

11. Immediate Impact to IA1,200 user firm using IA for 4 years ContactNet after 12 weeks 324,270 “Knows” Relationships with Strength measurement 157,402 “Knows” Relationships InterAction Database Before ContactNet InterAction Database After ContactNet

12. ContactNet long term impact to InterAction700 lawyers using IA for 5+ years 3.6x more relationships than IA alone

13. 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.

14. Enhance InterAction …and understand Relationship Strength to each. See many more relationships that were previously not in IA

15. InterAction (Outlook UI) integration All relationships ranked by accurate Relationship Strength Understand the difference between strong useful relationships and old “contacts” from a business card entered years ago

16. Enhance a Lawyer’s Address Book In every address book…

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

18. Industry Analysis & Firm Relationships in an SIC code

19. Integrate Data into Client Program (via portals)

20. Email-only Relationship Capture into InterAction:via Contact Collector Weekly email of missing address book contacts… One click to add contacts with suggested name, title and contact information 50+% relationships are in email only; incents Lawyer to enter

21. Users are craving B2B social networking via Linkedin “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 • 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

22. 2008 ERM growth from 1→ 50+ law firms 2007 2006

23. 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

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

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