Sign Maine RFP Fast

Document type sign rfp colorado fast

Great. Thanks, Megan and um, hello everybody I think I know some of you and others I know people at your firm who I sent the invite to and I thought you might find some value in it so I'm just going to start by telling you a little bit of background of the kind of the genesis of this webinar. As some of you may know I was in legal marketing in-house for about 20 years and one of my roles was with K&L Gates a 2000 lawyer firm on five continents, 48 offices and when I was director of business development there, one of the tasks that my firm had given me was to overhaul how the firm set up our RFP response process. And you know we were a big firm so we were doing about 200 RFPs a year. And for a billion-dollar company, I was pretty amazed at the lack of technology that we had on their response side. In fact, I was typically using, like, our standard language repository was a Word document and we did a lot of extracting in a generic Excel document. And, you know, a lot of the BD managers throughout the firm we're really just using, like, prior RFPs, so they had a couple that they liked and they would save them on the desktop or, you know, they'd float around between the marketing department of a good kind of sample RFPs to use. But, I knew that wasn't the most efficient way, but at the time I just you know we didn't we never really took the initiative to move to something, you know, more sophisticated. And when I left in-house marketing, I created my own consulting company and one of the things I do is I help companies issue RFPs. So, I started looking at the software that was on the market for issuers, and what I realized was, like, wow there's a really big breakthrough in how much easier it is for a company to issue an RFP now than it was, you know, five years ago. You know, a lot of the ones that I used to respond to, a lot of them were PDFs, a lot of then were Word documents, some of them were through an Arriba portal, but generally speaking, they used to be very, you know, old-fashioned and now, you know, there's a handful of products on the market that allow general counsel and legal operations folks to issue RFPs much quicker, to grade them much easier, and to have their entire legal team collaborate on grading a response In a much more efficient process. So, when I saw that was going on in the issuer side, I said, 'Geez, you know, there's got to be something out there for the responders that's helping folks.' And, I got to meet Pat Criss who's going to be co-presenting this webinar with me as well as some of the other folks at RFP360. I started going through their software a tool for RFP responders. I was kind of blown away by some of the technology that's out there to help companies now that wasn't there, five or ten years ago. So, for me and some of the things that I think you want to do when you're managing the RFP responses is you want to collect all the knowledge so you're somewhat in charge of managing the data that's used for standard answers or best practice answers but you also have to do a lot of project management, where you're getting you know lawyers to respond to internal deadlines or you're getting your security person to sign off on a certain part of the RFP by standard date. So, there was the knowledge management, there was the import and project management of the piece, and then, this is where I think a lot of law firms, including my own firm, really weren't where we wanted to be, but how do we use technology and measure performance, you know, collect the feedback, trace revenue, and really, then be able to report back to your CMO or your management committee, as far as how the firm is doing with RFPs. So, that's my little intro piece to kind of let you know how we got here. I'm going to turn it over to Pat and he's going to run through some of the things that his software does and how RFP responders are using them to, you know, increase the efficiency and get better results, And, what I'm going to try to do is add my two cents while he presents, while he is showing you the product if I see things that I think you might find it particularly valuable in the legal industry. I'll make sure to highlight that and then once Pat's done speaking, we're going to kind of circle back and do a little bit more of a Q&A. And I'm going to moderate some questions for him on things but I think you guys might find valuable. So, with that, I'm gonna turn it over to Pat and take it away Pat. [Pat] Awesome. Thanks, Matt. I appreciate the intro, good morning and good afternoon everybody. I appreciate the time. As Matt mentioned, my name is Pat Chris. I run the sales organization here at RFP360. I do come from a legal tech background. Previous to RFP360, I worked for a legal tech company called HighQ and ran their corporate legal team, in conjunction with my CMO at the time that now is the current RFP360 CMO, ran a lot of the needs analysis for the law firm side. So, one of the big things that drew me to RFP360 was I understood not only the pain and need associated with answering RFPs as a sales professional, but I also understand the proposal landscape that both corporate legal teams, as well as law firms see as means of selecting outside counsel and as means of law firms winning new business. So in terms of just kind of what we're going to walk through from a slide perspective I wanted to get everybody a little bit comfortable with who RFP360 is as an organization. The main theme of today's webinar is really just to get you introduced to the technology that's out there in the marketplace to help you. Want to start to get you comfortable with us as an organization. So RFP360 has been around for quite some time so coming up on ten years now. And the genesis of the platform that you'll see here shortly in the demonstration was two co-founders that were roommates; one worked with an organization that issued RFPs, and one worked at an organization where he had to respond to RFPs. And at the dinner table they just decided there has to be a better way to not only unite buyers and sellers but also to create some efficiencies and modernize the way RFPs are written and the way those proposals are submitted. And that was the culmination of RFP360 and since then we've been fortunate enough to grow to an organization with over 23,000 users across 500+ organizations. You know, legal is a big vertical for us, not the only vertical, we're fortunate to be across many industries as the pain associated with proposal management is ever-reaching across broad industries. You know, Matt alluded to the fact that he started to get his introduction into RFP360 on the issuing side, so we're unique in the sense that we are the only provider that has a solution for both issuing RFPs as well as responding to RFPs. You know, today's webinar and demonstration is focused on the response side but I think it's important to call out the real benefit to our responding customers, in the sense that we truly understand the whole lifecycle of the RFP. So, when we sit down and build these purposeful-built features and solutions for our responders we do that with the consideration that we get from our issuers but the issuers are looking to work from their proposal respondents and being able to understand that life cycle, not only brings life to our logo into our name, but really provides advantages to every persona interacting with wherever they fall inside of that proposal or RFP process. To set the stage on what I'm going to walk through today, we really kind of categorized the entire platform into four easily consumable chunks. The first part of the demonstration we're going to talk through our ability to centralize your knowledge. This can be knowledge management, content management, it's called a lot of things out in the marketplace but at the end of the day there's a ton of pain associated with your standard language, with your repeat questions, with your content -- having that in the disparate locations, disparate systems. It's not centralized. It's not refreshed. It's not easily searchable and findable. And it really, truly, honestly is the foundation for our platform is the ability to give you a good way to centralize your content in your knowledge. Once we have that central knowledge library in place, we can now start to do some really cool things with automation and collaboration, and leverage that knowledge base so we'll walk through how to answer a proposal inside of the system, show you those collaboration features, show you some AI and automation to hopefully take some of those routine, repeat, boilerplate-type responses as easy as the click of a button. And then we're going to really talk about how we can engage, not only our subject matter experts, but engage our fellow proposal team members, marketing team members, how we can engage the partners in a systematic way and create an overall better and more efficient way to farm out those questions and get that proposal completed. There's some good workflow and collaboration components as mentioned in the previous two pieces will hone in on some of those as well. I know project management as Matt alluded to is really important for a lot of the individuals on the phone so we'll talk through in pretty granular detail about now that we have a centralized tool to leverage our knowledge and proposal automation, we can start to provide some reporting and dashboarding that truly gives you that 360 degree view of your proposal landscape, and start being able to do some trend analysis and start making some business decisions, depending upon the results you're seeing inside the tool. This is a good way to set the stage on kind of what the the demonstration will look like and I will navigate over to that today here now and we'll jump right in the tool and while I'm transitioning, any comments Matt before I jump inside the tool? [Matt] Yeah, I would just add, you know, because to see me speak a lot of times, you know, when I talk about legal marketing about what to put in your RFPs, I say 'Hey, you know, you don't want to have just boilerplate language In your responses.' Let's not confuse that with the need for having a standard language repository. I think all law firms need to have one and use, you know, certain language for certain questions. What I mean, a lot of times, is you still want to customize your answers to get them to the point where they're customized to the company that's issuing the RFPs but you typically want to start with some standard language as your starting point. And then, you you know whittle it down or customize it to the industry, but I just want to make sure folks knew that even though I'm against too much boiler plate language in your response, there's still a time and a place for it in most responses. [Pat] Awesome. And I'm looking at my screen to make sure everybody see in my demo, so it looks good. So, thank you Matt, that that's a good call out. And I'll talk through some ways to leverage automation but still be able to put a personalization on that response tailored to you know the line of service, line of business or your prospect. So what you see here is the landing page for all users inside of the RFP360 tool. For the sake of discussion today, I've created a dummy law firm account up here and this really is the user view, that 30,000 foot view, into all the proposals that I'm a part of as part of the proposal landscape and any individual proposal tasks that have been assigned to me. I can quickly get a user snapshot. I can navigate from these two screens directly into the proposal. These are live links. I can drill directly into the proposals tasks that are assigned to me and this is just a great, efficient way for users to land inside of our tool and begin getting to work. Now, one of the key pieces of value propositions of using a tool to consolidate all of your proposals, is that you now have the ability to understand from our proposal view here all of the proposals you have working in the system and understand things like what's the progression, what's the status. You have the ability to tag these proposals in a variety of manners, we'll talk about tags here in a moment. You can always understand a little bit about when it was created. You can drill into the source document here, and you can also see what account it lives in. So, one of the the really neat features that a lot of our organizations and firms see a lot of value in is being able to leverage what we call account hierarchies to organize and segment, not only your proposals, but also your knowledge base and your content. So what you're seeing here is the ability to create these sub -accounts and proposals and knowledge can again live inside of these sub-accounts. Those users assigned to those sub-accounts only see the proposals and knowledge associated with that account right so it's a great way to not only organize in segments but some great permissioning. But it is true parent-child relationship, meaning if I'm a part of Baylor, Bo and Milo LLP, I can see all of my child accounts. So, just a really great way to start to understand how you can organize your data, organize your proposals, and start to perform some of that trend analysis. When we start talking about navigating down here and being able to filter by closed won, closed lost and start to be able to leverage those tags and that account hierarchy to start to understand where we're seeing wins and where we're seeing losses and we'll show you a couple different areas to continue that trend analysis. Now if you're never... [Matt} Pat, Sorry to interrupt. Would this be an example where like if it was for a particular industry, so within a practice group, like let's say the RFP was you know a cyber RFP or RFP or a particular type of law, you know, the folks might be representing the, you know, managing to FinTech practice industry group, the legal marketer could then tag these and then pull them up, right, if they wanted to say, 'Hey, I want to see all the ones we've done that have been tagged since that.' [Pat] Exactly right, you can navigate to tags here or select the right tag and then you can filter even more on complete lost, complete won, still in progress, any past too. We do track the no bids in here, so you know there's there's value in understanding what lines of business or RFPs you're deciding to pass on, so you can also track the no-bids here from a status perspective. So lots of ways you can tag and organize to be able to answer those questions that you're speaking of. Cool, great question. So if you remember, kind of, the first pillar of our platform and our solution is the foundational knowledge base. This is the central repository for you to have searchable, up-to-date, fresh content to leverage across your proposals. You know, once we select the tool to centralize our knowledge base we then can take advantage of using a tool to do that and provide some of these dashboarding across our entire knowledge base and knowledge library analytics and give that holistic view across from it. So, just from this view I can see exactly how many records I have in the knowledge base today. That knowledge library consists of question and answer pairs. We also can see when that content was created, who last reviewed the content, who's adding content what are some of the most recent records that were added to the knowledge library. You can do some cool things here to start to track usage So, I can understand what pieces of my knowledge library am I using over and over. If there's pieces that are not being leveraged they can either be purged or we can update or understand if we need to be targeting more business associated with that knowledge. There's some some nice views and data points into the health of our knowledge, the use of our knowledge, and just another value proposition to what you're able to do when you leverage a tool like RFP360 to manage that content. [Matt] Pat, so that brings up a good question. So, a lot of times the folks who are listening, they'll be responding to an RFP, they'll pull a prior answer and the partner who you know they're working with will say where did you get that answer or let's say it's a matter description. And a lot of times law firms don't know who the lawyer was who actually worked on that matter. A lot of times they're not even with the firm anymore. But, are you saying that with with your kind of language knowledge database here it'll tell you who drafted you the initial response, like you need to put which lawyer may be drafting it or approved it and when it happened? [Pat] Absolutely, yep. And we can do that here at the knowledge base and I can show that here shortly, which will show you the UI to do that, but you can also do that at the proposal level. So I can track who created the content and then you can track all of that and audit usage as that content has changed and edited inside of the proposal. So we track everything, including what you just asked for there. I can tease and show that here at a moment. [Matt] Got it thank you, that's really helpful for folks to be able to have that data. [Pat] yeah absolutely and we really track everything in here, including those things. So I think you'll be pleased with the level of audit trail we do. So this is the knowledge base, the knowledge library. This is the user experience once we consolidate all of our knowledge into the tool. Which brings up the first question many will ask, 'How do I get my current knowledge inside of the application?' Right? Likely it lives in previous responses, it likely lives maybe inside of an Excel spreadsheet, or Google Docs, inside emails, inside ofbrains. The punchline is it's likely in disparate locations. So, we developed three ways with varying levels of automation to make this super seamless. You always have the ability to manually add knowledge, of course. But then we've created two mechanisms of automation. One is we created an Excel template to be able to either import your current, any current Excel proposals, any current knowledge. But you also have the ability to copy over any of those knowledge records into Excel, into our Excel template with the click of a button it's imported directly into our tool. You can manage tags at that point, you can do a lot of things to create some good metadata associated with that records and that's as simple as a button click. The third option here, the import existing knowledge. This is probably our most automated and most popular. And so this what this allows you to do is take any of your previous proposal responses. We like to start with those previous proposal responses that you've won and we can import those directly in the tool pull off the question-and-answer pairs right off of there and start building your knowledge base. Our customer success team builds the first 250 records for you. We also provide a pretty good best practice when it comes time to input your knowledge we like to take the moving analogy. You don't just go in the basement put everything in a box and move to the new house. We'll sit with you and start to review your current knowledge and make sure that it's in a good state to bring into the tool. And then you can keep it fresh inside of the tool. So, lots of ways to get the knowledge inside of our application so you can start leveraging it in a systematic fashion. First thing you have to be able to do is to be able to search on the knowledge. So what's nice about our tool is we don't just search on keywords we actually use the entire phrase we look at synonyms we use some artificial intelligence the background to not only drive our automation but to also drive our search results. So, I've just done a simple search, 'firm background' it's probably a question that comes in every single RFP that you receive. And there's my response. We capture some metadata so, Matt to your point right off the bat we show in this view who created it, when it was last modified and what sub-account it lives in. And some metadata like, does it have a tag, how many times use is it currently under review. I'll drill into this knowledge record and talk through a couple things that I think will be important to a lot of the folks on the phone. So, inside of our text editor we can support anything that you need to do. So we can, of course, do everything you're traditionally used to inside of Word but you can also embed images, you can embed links, you can embed videos, you can do attachments. Quite honestly anything that you need as part of a knowledge record or as part of a proposal response we can support within our text editor. You know I spoke about some of the metadata we capture, and Matt I think this goes back to just some even more granular detail that you were asking before. In add in addition to tracking who's created it and who's edited it, we look at number of times used. We understand how many times it's been edited, we understand how long it's taken to create this knowledge base and then we also track where you're using this knowledge across your proposal landscape. So you can see in this example this knowledge base record has been used across these four proposals. You can click the links and drill right into that proposal to see where it was used. So we're really trying to not only track the audit around the creation but we're trying to track the audit around the usage. [Matt] That's really interesting. You just you typed in the words 'current background' and that popped up. A lot of timeswhat happens in a law firm is they'll be an RFP that'll ask for experience with a specific matter so it'll say like you know what's your firm's experience in the ITC court or with a certain regulation where you know a lot of times we would end up just doing kind of word searches on prior responses or or even sending an email around to all the lawyers saying 'You know, hey, has anybody ever done a matter that we fall into this category?' So what you're saying is once all these RFPs have been uploaded into the system they could really just go into that spot we just were, type in like a certain regulation or ruling and that'll theoretically bring up any time those words have been used in any of the firms respones globally? [Pat] Right. That's exactly right. and then we will even take it one step further when we we walk through answering their proposal inside of the system. Our intelligence and automation will start to review your knowledge base, review that actual proposal and start to suggest some potential knowledge base records to begin starting crafting your response. So you can always do that, call it ad hoc, from a search perspective but a lot of that intelligence is built into the automation too when we get to the proposal piece. [Matt] Okay, thank you. One thing I do want to call out. So when I talk about being able to store more than just words I like to pull this up. So just for the sake of discussion, you can store images like I talked about. So, many of our organizations and firms will look to store individual bios in here. So again, it truly is a content repository that doesn't necessarily have to only pertain to proposal content. We do not cap the amount of storage that you could have inside of our system and with the ability to tag it and have those sub -accounts, it becomes really easy to to be able to keep it fresh and organized. Let me pop right back into one of these and walk through kind of the review cycle. So part of the advantage of having a centralized tool for your content, your knowledge, is that we can keep it fresh. So directly from the individual knowledge recor,d I can send this out for Charlie Golden to review it. Let's say I wanted to review it in two weeks. I can set that cycle up to be done every five months. Charlie's going to get a notification inside of his email at the top of the hour and then he's going to get a notification every five months to to click the link, come into this knowledge record and review it and approve it and keep it fresh. We're always tracking what happens against that knowledge record, so again Matt, I'll continue to kind of talk through those audit pieces when they come up. But we're tracking about when was this used in a proposal, who changed it, who last reviewed it. We're passionate about being able to provide the audit trail behind the usage and any changes associated with that. We do provide the ability to do all of that at a bulk action as well. So we most certainly understand you know it becomes potentially tedious to go individually, record by record, and manage things in bulk. So in bulk, what I'll do is I'll navigate back to my, I'll just call it my original my original one here, go back to my original knowledge base. And from here we have the ability to select 25 of these records. I can delete that knowledge in bulk I can move that knowledge to a different sub-account. I can add or remove tags. You can manage reviewer so now I can send all 25 of these out for review. The finder in place is very critical. So, I'll give a real world example here at our Fe 360 we decide as an organization to call our previously named client success team from client success to customer success. So, we had to go through and update all of our knowledge records in our own knowledge base to change from 'client' to 'customer.' And that happens from a product change, a new product name, so it's as easy as finding and replacing that word. And you can make those changes broadly across your knowledge base which is pretty handy when we start making changes and needing to do those types of things. So, lots of things we can do to keep our knowledgebase fresh, keep it reviewed, keep it searchable, keep it organized. And it really is the foundation to be able to leverage the rest of the capabilities that we'll walk through here in a moment. Anything on the knowledge library front Matt before I transition to kind of answering the proposal inside the tool? [Matt] I'll just make a quick comment I was just looking at this tool from the RFP side but I mean I wouldn't be surprised if you could use the same function for your chambers responses. In the sense of, you know, if you got your firm to upload all your representative matters which are also culled from four RFPs my guess is you could use the same system and approach with your chamber submissions and not like I want to spend much time on chambers but just was a thought that popped into my head for the folks on the line. [Pat] Yep, that's a great call out. And, you know, the idea is we'll walk through answering a proposal, I'll walk through a couple different areas, just to leverage that knowledge base outside of kind of your proposal landscape. And I'll show you an example. So I'm gonna pull up Excel here I'm looking at Megan in the room to make sure you can see that Excel. Let me share here, make sure share the right screen. So, I'm gonna pull this up. And what we decided was there is so much value in having this centralized knowledge base that we want you to store more than just proposal content. We really want to be the single source of truth for your knowledge across the enterprise. And so we built what we call extensions to give our customers access to that knowledge base from directly within Microsoft Office suite of products as well as Chrome and as well as Firefox. And this can look, you know, one of the main use cases security questionnaires. We might be getting some things via portals these days, but what's really neat here I just pulled up an actual security questionnaire that we had to respond to here recently. I can navigate up to the ribbon here we've embedded that knowledge base that we just set up and searched and talked through. And all I have to do is select a cell it's actually going to perform a search against that knowledge base you can perform ad-hoc searches inside of here. And you can start to begin to access your knowledge base and plug it directly in to these documents and this becomes really beneficial for those types of use cases that you know might require, I'll call it, a different level of use case maybe you don't need the collaboration maybe something along those lines to where you're you're being able to access the knowledge base but you don't need to import that proposal directly. So again kind of the testament we get questions all the time "Can I use this outside of proposals? Can I store more content than just proposals?" and the answer ism by all means yes. And we open those extensions to really give you that content, in context of whatever your application you're using. [Matt] Okay so sorry and before you go away from that Excel screen if you pull that up for a sec? The one you just had? So, you know, a lot of law firms are getting these questionnaires lately. They're not even RFPs really. They're similar to what you have on the screen now, whereas a lot of the answers aren't even marketing questions and in some firms, like we had someone in an administration function who was answering these, was I correct that they just wanted to make sure I stress the point that this would be an enormous time-saver for a lot of the folks on the call. Did all you have to do was click on the cell and it automatically brings up based on whatever time they've answered a similar question? It brings up all the other responses that would be considered relevant to this question? [Pat] That's correct. And in Excel it's selecting the actual cell to perform the search inside of PowerPoint and Word you literally just highlight the question and it performs that search. And the same highlight search capabilities are in Chrome and Firefox. So, you know, we get a lot of security questionnaires via portals these days and so you know it there isn't even a document to import into a system, so we built this plugin to start accessing those knowledge base questions from right beside the within the browser. And it's been a huge time saver for our customers. [Matt] Yeah, this would be you know, just having done hundreds of these myself at a law firm, this should be something that's really helpful to legal marketers. Just because I mean we get, you kno,w such a large volume of these and you know a lot of times, like, these are things that can be boilerplate. Where I think what you just showed, I just want to make sure everybody saw that because I think a lot of folks will find on the call would find that really helpful. [Pat] Good. That's a good call out and it's been a real big differentiator for us so and We use internally, so I think that's important. We answer a lot of proposals ourselves, funny enough, in what we do. So, let's answer a proposal inside the system. Now we kind of understand what it's like to be able to have a tool like this. We've got our centralized knowledge base, now let's start to leverage collaboration automation and answer these proposals more efficiently than we were before. So to bring a proposal in the system, you know, we want to collect a couple pieces of information. I'm just going to kind of type some some random things in here. If you're a Salesforce user, we do have a Salesforce integration that would pull this information directly from the opportunity record. We provide some additional optional details in here so you do have the ability to tag it. So I can call, you know, for instance, I don't know how you would tag it but I'm just making this up. You can make it a litigation tag, so here's where you start to drive some of the metadata associated with it. I always like to say I always tell my reps to put an estimated budget in there in terms of you know what's this opportunity worth and then anything else that you want here. But this is all optional. And then we bring a couple different options at the table to seamlessly bring and import a proposal into the system. So we can import Word Excel and PDF directly into the tool. Right? So, we bring in the tool and we'll walk you through that process but we also know that some organizations and firms live in what we call kind of a self initiated proposal world or a proactive proposal world. So in addition to being able to bring those proposals directly into the system, we do allow for you to either create proposal kind of template from scratch. You can save those as a template and leverage those templates to start building I'll call it a proactive proposal in a more seamless fashion. You have the ability to store those sections and those types of information inside of our content repository. So we really are able to create efficiencies with both kind of that reactive and proactive world that many of us live in. But for today's webinar and for an introduction I'm just going to bring in a Word RFP just so everybody kind of is confident in the complexities that we can accommodate. I just went out and grabbed a CLOC template RFP that I think many corporate legal organizations start with at least a framework and just wanted to show you that many of these questions might be ones that you receive quite often from your corporate prospects. So I'm going to select that document and it's going to import it directly into the tool. And the next step in the process Is really for the end user to identify what section and questions they want to bring in and start working. And so you can see here you now have the ability to select what information you want to bring into the tool. So all of this is kind of your introduction into the RFP that doesn't need to be brought into the tool and answered. And you can kind of navigate down to where the questions start and it's really as simple as identifying, you know, where your sections in this document are. And so we navigate down here, some sections you might not want to bring in, some sections you might want to. But it's really seamless to be able to select those sections and identify what you want to bring in. The next step is we got to bring in a question. So I can click on each question, which would be pretty tedious across a hundred page proposal. So what we also have developed is we now have the ability to drag-and-drop and select all the questions that navigated in between those sections. So in 32 seconds there, we brought in three sections and 24 questions just for sake of the discussion. You have the ability to merge questions up,if you see questions with an A, B, C and D. So, lots of ways to bring this into the tool in a seamless fashion but again in 30 seconds we brought in three sections and 20-plus questions to now work inside of the tool. So once we import the proposal and we've mapped it out it's time to answer it, right? And so the first thing that we have our prospects do is to click this knowledge button so this is our answer intelligence, this is our AI, this is our automation. And what this does is it goes out and it looks at the proposal questions you just brought in and it looks at your knowledge base and it starts to make some recommendations based upon some different varying levels of confidence. Now, there's always the opportunity to select these suggestions and continue to add color and edits and tailor those inside the tool, but it does put full automation around those questions that are boilerplate that we see over and over again. So this first bucket, auto knowledge, you can see that the artificial intelligence identified that 12 questions met 100% confidence against questions that lived inside the knowledge base. So with a single click of a button, I can answer those 12 questions and get those answered inside of the tool and either approved or to be tailored additionally here in a moment. We also provide some intelligence around what we call multi-knowledge. So, this is telling you that you have answered the same question more than one way. And that's really important when we answer different questions, depending upon which line of business, which product were selling, maybe which region. So it's really beneficial for the software tool to provide the options based upon some of your historical answers. You can make selections here and again you can keep those approved or you can navigate back into your outline view they put those questions into the outline and you can begin to collaborate either on net new questions or making any tailored adjustments or edits to these questions as you see fit. So that we just answered, you know, call it thirteen questions, thirteen boilerplate questions in here. So now it's time to answer a question that we we haven't answered before, right? So it doesn't live inside of our knowledge base and we have to leverage our collaboration. So when I click into this question, one thing that it does do is it automatically provides a search using some of those key words and phrases and synonyms. so it starts to try to try to get you to double-check there isn't anything close that can work or be a foundation from your knowledge base so you can always click and use a response directly from the knowledge base it's going to plug it in right there. But, you also have the ability to then execute against our collaboration workflows. So you navigate to this workflow section. You can choose a writer and an approver. So I'll assign this question out to Charlie Golden. I'll leave myself as an approver. When I hit update assignments, they're going to get a bulk notification at the top of the hour with all of the questions assigned to Charlie as a writer and then I will get a notification to approve those as it navigates down the hierarchy of approval process. W e do have many customers that go outside of the organization for assistance when answering proposals this might be a consulting firm, this might be a subject matter expert, this might be a vendor. So we developed this 'Ask an Expert' feature to be able to send individual questions via email outside of the tool. That person can then provide their response. They don't have access to the platfor,m your knowledge, the proposal itself but they can provide a response that comes back into the tool for you to approve or edit and it's just a nice seamless way to engage some of those folks outside of the organization to help answer some of those collaborative needs. You can assign it at the question level or the section level so maybe this entire relationship management section needs to go to Charlie Golden as a default writer. I can update those assignments and now Charlie gets a notification that all six of those questions in that section fall on his behalf. One thing that I will call out here is to save to the knowledge base button up here on the right hand side. So after we do that initial knowledge based load of your current knowledge, we are going to build this knowledge base as we're answering proposals in the systems. Right? So it effectively gets smarter and more intelligent and we can leverage automation more and more. So, if we come across a net-new question, if we choose to, it is it can be toggled on or off. If you choose to have that net new answer go through approval process and plugged into the knowledge base you do have the ability to build that knowledge base on the fly. So, just a cool feature as you begin to use and leverage the tool to build out the remainder of your knowledge base. [Matt] I would just say, I would add for the folks on the line, I think this would be really helpful, like, for me we used to have certain questions that always would have to be approved by our pricing director. And, you know, and rather than emailing a full response and saying you know a page fifty-two, paragraph three, we need you to approve this language. You know, being able to have it automatically go to them and have a, you know, a deadline that pops up on that I would think would be a lot it's a lot helpful to you guys. [Pat] That's a great call out and a great addition, Matt. One thing I did want to call out is I just, want to type in Bruce's bio and you can, again, with just the click of a button pull in, you know, more than just text content into this application. So again, just a cool seamless way to leverage your knowledge base. The idea is we're leveraging collaboration, we're leveraging automation where we can, we're tailoring the responses where we need and we're just being more efficient with how we're answering the proposal. And Matt to your, kind of, opening statement around interest around project management, you know, we've shown some ways to kind of track the end user as well as your proposal landscape, but we put a lot of emphasis into some metrics and dashboards at the individual project level. So for this webinar test RFP and you can drill into understanding how many questions have been started, or in progress, or complete, how many are out for approval. You can understand the completion process. I can come in here and say, 'Okay all of those assignments I've put out to Charlie Golden, what is the status of those? What's the approval process?' I can understand what are my specific tasks associated with this project. You can always track any activity that happens inside of the project itself, any notifications or messages that you might get. We do have a messaging/consult compartment here to where you can message your entire team, a single team member. So again, lots of ways to not only be more efficient in the way we answer these proposals, but also the way we collaborate in a way we project manage our proposals from start to finish. So, just an additional project management dashboarding at the individual project level. So if we fast forward just for sake of time, you know, we collaborate we get all of our questions approved and answered. The export and delivery becomes the next logical step in the next area for efficiency. So we have made this very seamless for our customers to be able to take all of their proposal responses and export them very seamlessly. So we provide really three different export options depending upon the format of the original RFP. So, within the click of a button, I can take all of those answers and I can plop them right back into the RFP that I received, the original RFP format. So I'm going to do that for you you can see that. So, what's nice too is that is if there's any attachments with your response, we zip those up as part of the zip drive as well. And I'll open this up, you know, obviously answer just a couple questions but when I pull up this response, you'll see that this was the, you know, CLOC template RFP that I just pulled down from the Internet. And here is their boilerplate information and then when I start to navigate to the questions, you can start to see that all of those questions that I answered inside the tool are put right back in the appropriate section. I'm trying to navigate down here and see if we have any more sections in there so you can see we're able to take those, you know, thirteen questions that we answered and put those right back in to the original format. So the idea of pasting and copying and pasting and having to circulate the original format to get the answers. We collaborate inside the tool and then we provide consistent formatting and consistent output of those answers directly back in to the original document. The next option for our customers is a lot of us have, I'll call it a customized template that we put all our responses into and how we submit our proposals if it's not a requirement for us to use the original format. So we support the ability for you to build these custom templates inside of the tool you know we can add table contents and numbering, your logos, you know headers, all that kind of information we build the first template for you and with you as part of the onboarding experience. And we've built one just for demo purposes and I'll export those same questions into our template now so you can kind of see a little bit of the art of the possible around the template. But, when you build that template the idea is to really take some of that boilerplate imagery and opening slides or whatever might be done today. We can boilerplate that into the template and then when I navigate past the table of contents,. you can see those answers that we just answered inside of the tool, are plopped right directly into a tailored output. So lots of systematic ways to get everything out of the system after we've collaborated on it and get it submitted. Just a seamless way to do that final piece of the puzzle get it submitted to hopefully win the new business. Any questions, Matt, or any comments before I navigate to the final piece around some of the the metrics around tracking kind of time spent versus time saved? [Matt] No, why don't you jump to that and then we'll have questions that will come in after that. [Pat] Perfect, so you know we've talked a little bit about being able to trend on, you know, what proposals are we winning In what areas, understand what the status, understand where we're using our knowledge. So providing some trend analysis around the usage, around the content but we also want to kind of map out, quite honestly, the value that you're seeing inside the tool. So, we track a concept called time spent versus time saved across companies, across users and across proposals. And at the end of the day, what we are actually tracking here is the time spent in manually creating knowledge and manually interacting with the proposal answers. And then we track how much time that user is saving or that proposal is being saved by leveraging automation the knowledge base. So it's a real, kind of, linear binary response in the fact that, here's how much time it took to create those things and here's how much time you spent leveraging knowledge and the knowledge base. And it just gives you a good snapshot into kind of where you're spending the most time, where you're saving the most time and again that can be done at the individual proposal level. So, I'm tracking how much total time was spent inside the proposal and how much total time was say by leveraging automation. So I'll kind of pause there and I know Matt you had some questions or some color there and I'll pause. [Matt] So, here's the piece where I think, I don't know if you guys are using it right now in this way, but I could see it's being used by law firms or if not in its version, you know at some point, but like it's really important for the legal marketers to be able to measure how much time they spend in RFPs. Because, when they need to try to say no to responding to an RFP they need some kind of leverage against the partner or whoever's making the decision. So, if they're able to say, you know, this is how much time we've spent on a particular RFP or, things like that now, it doesn't look like it's exactly what I'm thinking as far as measuring the total time in the RFP, but it seems like generally speaking that the software product does measure the amount of time spent on an RFP. Am I correct in saying that a legal marketer could, you know, at the end of the year or whatever time period, look at their RFPs or say, 'Hey, you know we've either reduced our time from 100 hours to 50 hours, or even does it allow you the ability to say to show management okay, you know, for these types of RFP we they typically take this X amount of hours and maybe it doesn't, I just want to make that clear to the audience what it does. [Pat] Great question. So I think we can do some of that, you know, the what we track is the interaction with inside the tools, so we can't capture as obviously the time things happen outside the tool, but at the very least we really want to prove two things: we will obviously want to prove that we can do it more efficiently and faster than your traditional way, but then secondly we want to provide a next layer of granularity around where you're actually spending the time at the individual user and proposal level. So you can start to make some business decisions depending upon that. Does that make sense? [Matt] Yeah and you know another question just popped up somebody made another good point, if you are trying to get more resources from management to be able to say, 'Hey, I want to hire somebody else or, you know, we need more people on the RFP side of the team.' I just think any way that you can track what the team is spending their time on can only help you. Supporting, whether it's a push for more resources, or a push for saying no to an RFP our saying yes to an RFP. The more data, I found lawyers won't really listen to suggestions as much as they listen to suggestions with evidence supporting them, so I would think this be helpful to a lot of legal marketers and Matt one thing I wanted to go back to, Megan let me know that the exports went off onto my second screen. So you you folks didn't get to see the actual output. So you know you saw me click in that single button, so this is gives you an art the possible around how we can support some of you tempaltes. So again table of contents, boilerplate information, and then you'll scroll down here and you'll see here's the responses that we we answered together inside of the tool. And so again, a good seamless way just to be able to pop those answers right into a custom template. And again this is customized to your styling into your needs. And then just so I can close the loop as well, I want to show you that we can also show you the output of we've taken what was that CLOC template RFP that I used for the demo today. And you can scroll down to the question-and-answer period. You start to see here's the the answers that we answered inside the tool, so it truly is the ability to hit one button and and spit the answers right back in the original RFP and you're off and running. So, I apologize I pop those onto the wrong screen there yeah well the only thing I'm a because we should point out there a Kansas City based company because I just saw Patrick Mahomes' name floating around in there we won't we won't hold that against you After barbecue we have to find something else to root, for he's been easy to do that. I mean, I think you know the way that I look at this, is particularly if you're a law firm that does more than, you know, five RFPs a year. Some law firms have them spread out across, where every manager, you know, in their section, you know, is in charge of RFPs. In other law firms have one or two or three or more specific people who role is solely RFPs. I personally think that it could work both ways, because if I'm if I'm managing them to my whole firm I think, like, having a dashboard to be able to pull up and report this type of thing is great. But but I also like the idea of if I'm in charging to our piece, but each practice group has folks working on their own this kind of gives you the management perspective of, 'Hey I can actually see how the other RFPs are doing, even if they're not ones when I'm working on. So, whether you're the CMO or you might be, you know, a proposal director or proposal specialist. I think it's pretty cool to enough to be able to look at not just the ones that you're physically have done, but what the folks on your team have done. So that was another point I brought up. I think, from what I saw, it would work well, you know, with the RFPs that we did. But I wanted to open up to see if there any questions came in from folks who might have been on the Q&A portion. [Pat] Matt, I have one here, so somebody asked about you know who can leverage the tool in terms of, you know, can attorneys and lawyers and people across the organization leverage it? So, the answer is we provide a tool for you to foster collaboration and to go out and answer as many proposals as you can to win do business and we don't put a cap on either of those from a licensing perspective. So the tool comes with unlimited users, of course there's different role types and permissions that we can always talk about that makes sense per user. But its unlimited users and unlimited content storage and unlimited proposals. So it really is the opportunity to kind of leverage those value propositions and try to maximize all three of those things inside of your own firm. [Matt] Got it and, you know, I'm just trying to think if I was in these guys spot what I would want to know? Is there a way to give them a general pricing idea? You know, do they have to buy one for the whole firm does it go by number licenses by people on the team, does it go for the whole firm, can anybody in the firm use it? If you just kind of touch on that. I think that because my guess there's also going to be a lot of the folks listening if they like this, they're going to have to sell it internally to get it approved. So they're more the more that they can kind of get it even just general understanding. Yeah, so it's a great question and price is important so we really do have that simplistic pricing model in the sense that you pay an annual fee and you get access to the entire platform as well as unlimited users, content storage and proposal imports inside the tool. You know, each products and solutions inside of this entire platform that may or may not make sense to your exact use case, so you know the pricing we can most certainly share with you offline. But the punchline is we try to make it as seamless as possible tha,t based upon your use case we sell you the products and services that you need, but it's uncapped across those three pillars which is a big differentiator for us. [Matt] Got it, so a long way of saying if they connected the offline and said hey this is the size of our firm a number of people who might use that you would at least be able to give them a ballpark. It might yeah even if it's not exactly. [Pat] A hundred percent and we wouldn't put you through you know the you know the full process if you just reach out to us, we'll get some information make sure we're not including something that isn't of value to you. We can get you a round number pretty quickly. [Matt] Okay good I think that you know that's important for folks. And you know I think that was that was all I was going to cover, and so I don't have any more questions. You know again I would just say the folks ,we're going to see more and more RFPs. It's absolutely already happening but you're just going to see it continue to grow. And if you are in charge of doing them, you know, I think there are either tools like this or other ones in the market that have come a long ways in the last five years. Where if you're still using a Word/Excel doc, manually changing the emails then like sending people Word documents to red line through the whole process and then you gotta you know dump it back into the original document. I just think that you're, you know, wasting a lot of time if you can get the firm to invest In a technology like this I think you guys might and, you know, find the whole process more enjoyable. But no that was it for me. Pat you let me know if there's anything else you want to do in the wrap-up now. [Pat] That works I think were I want to make sure we're cognizant that we're at the top of the hour so I think there's a couple questions in here that will follow up individually. Again we'd love for you to reach out if you want to tailored demonstration there's obviously pretty high-level today. We can discuss something more tailored, discuss the pricing. We really, truly appreciate the time. I'll had it over over to Megan to wrap.