1. Professional Services Industry and Microsoft Brad Jelfs Enterprise Group Microsoft Corporation

2. Our Objective Alert you to our proposed focus on the Professional Services Industry Alert you to our proposed focus on the Professional Services Industry Gauge your reaction on our initial thoughts Gauge your reaction on our initial thoughts Request your input and suggestions Request your input and suggestions

3. FY04 - Vertical Market Focus Education Financial Services Industry Industry Communications Microsoft Australia Local Gov. Federal Public Sector State Gov. Health Commercial Large Medium Small

4. FY05 - Extended Vertical Focus Education Financial Services Industry Industry Communications Microsoft Australia Local Gov. Federal Public Sector Retail ManufacturingCommercial Other Commercial Professional Services State Gov. Health Large Medium Small

5. How does Microsoft define Professional Services? Law Firms Law Firms Accounting Firms Accounting Firms Management Consulting Firms Management Consulting Firms IT Services Businesses IT Services Businesses Engineering & Architectural Consulting Firms Engineering & Architectural Consulting Firms Businesses that sell professional time- based services Businesses that sell professional time- based services

6. Professional Services Industry Why? Recognition of the strategic importance of Professional Services Industry to MS Recognition of the strategic importance of Professional Services Industry to MS  Information intensive businesses  High uptake and thought leadership of MS technology Leverage existing vertical focus in US and UK Leverage existing vertical focus in US and UK Existing specialist solution providers: Existing specialist solution providers:  TIPS – TRIM and SharePoint integration  XMLaw:  iManage and SharePoint integration  SmartLibrary:  Workflow for SharePoint

7. Strategy Strive to understand your business drivers and concerns Tactic Listen and Learn …… How?

8. Initial Feedback - Business Drivers Partner profitability Partner profitability Billable hours Billable hours Maximising revenue: Maximising revenue:  Existing clients  New clients Keeping operational costs down Keeping operational costs down People – attracting/retaining People – attracting/retaining Risk and compliance Risk and compliance FMRC Legal’s Law Firm Performance Survey FMRC Legal’s Law Firm Performance Survey

9. Initial Feedback - Technology “Matter” Centric Portals “Matter” Centric Portals Information Life Cycle Management Information Life Cycle Management Deployment Deployment Security Security Business Scorecard Business Scorecard

10. What we hope to achieve Align Microsoft technology-based solutions to your business imperatives Align Microsoft technology-based solutions to your business imperatives Identify and work with other important Application Vendors, Developers and Partners Identify and work with other important Application Vendors, Developers and Partners Provide more value out of existing investments Provide more value out of existing investments

11. How we hope to Achieve it Provide insights into our product development and strategic directions Provide insights into our product development and strategic directions Identify functionality “holes” in our technology Identify functionality “holes” in our technology Feedback to product development teams Feedback to product development teams Align our local work with Microsoft Regional and Global initiatives Align our local work with Microsoft Regional and Global initiatives

12. What do you want from a relationship with Microsoft?

13. What do you want ……? Some Ideas for Discussion Local industry round tables – shared challenges Local industry round tables – shared challenges Global industry councils Global industry councils Microsoft Redmond Microsoft Redmond Technology briefings Technology briefings “Accelerators” “Accelerators” Best Practices Best Practices Social events Social events Business ScorecardBusiness Scorecard Information Bridge FrameworkInformation Bridge Framework Sarbannes-Oxley … CLERP 9Sarbannes-Oxley … CLERP 9 SQL ReportingSQL Reporting ProposalsProposals Interview ManagementInterview Management

14. Summing Up In FY05, Microsoft will: In FY05, Microsoft will: 1. invest in the Professional Services Industry 1. strive to understand your business drivers and identify ways in which you can maximise your investment 2. listen and learn

15. Thank you for your active, interested and vital participation,