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Customer Cases in AEC
Manufacturing
The advantages of automation, AI, and machine learning have caused a shift toward smart factories and data-driven manufacturers. We help you to become competitive, innovative, and resilient.
Financial Services
How to navigate intense competition, stay in compliance with ever-changing regulations and leverage commercial opportunities. We help you create an IT landscape that enables efficient operations and connects processes and data.
Professional Services
People-centered, client-focused and project-driven: that’s professional services in a nutshell. We design and implement technology solutions that enable better decision-making and effective working.
Retail & Distribution
We modernize the retail workplace, bringing previously unseen insights to the business, implementing intelligent order management and get you closer to your customer.
Public Sector
HSO helps public and government organizations to meet and leverage increasing expectations for digital service, responsiveness and transparency.
Non-Profit
We support Non-Profits by modernizing applications, automating processes, and providing insight. Through technology, we nourish successful relationship management and enable greater impact.
What we do
HSO is one of the world’s top business solution and implementation partners, large enough to serve, small enough to care. Through our services, we help companies transform the way they work and improve business performance.
Business Applications
Microsoft Dynamics 365 Business Applications for ERP and CRM are leading in the industry. But their real strength is in the integration. Combined, they deliver even more value.
Cloud Services
HSO has a proven track record in supporting our customers in their cloud journey. With your business in mind, we offer a comprehensive suite of services to help you gain value from the cloud.
Data & AI
We help customers build an operational and future-proof data platform, ready to realize business value from AI and machine learning technologies.
Our Solutions
HSO develops industry-specific solutions that leverage the latest cloud and AI technologies from Microsoft, accelerating our customers' digital transformation.
Join HSO
Our workforce is a growing dynamic, unique, and diverse global community that is quality and performance-driven. For every stage in your career, we offer challenging opportunities. We look forward to meeting you!
Life at HSO
We are a global community of people with an entrepreneurial spirit, in an environment where you can really make a difference and have your voice heard. We constantly challenge ourselves to be better. Come join the journey with us!
Graduate Programs
Skyrocket your career with our graduate programs and accredited certification opportunities at HSO around the world!
HSO Academy
From technical skills, soft skills, mentorships, leadership coaching, masterclasses, informal knowledge sharing and globally recognised certifications - HSO Academy is your personal and professional knowledge accelerator.
Vacancies
Find opportunities in Consultancy & Technology, Project Management, Leadership, Sales and Business Development, Marketing, Legal and HR.
Join HSO
Our workforce is a growing dynamic, unique, and diverse global community that is quality and performance-driven. For every stage in your career, we offer challenging opportunities. We look forward to meeting you!
Life at HSO
We are a global community of people with an entrepreneurial spirit, in an environment where you can really make a difference and have your voice heard. We constantly challenge ourselves to be better. Come join the journey with us!
Graduate Programs
Skyrocket your career with our graduate programs and accredited certification opportunities at HSO around the world!
HSO Academy
From technical skills, soft skills, mentorships, leadership coaching, masterclasses, informal knowledge sharing and globally recognised certifications - HSO Academy is your personal and professional knowledge accelerator.
Vacancies
Find opportunities in Consultancy & Technology, Project Management, Leadership, Sales and Business Development, Marketing, Legal and HR.
Burns and McDonnell drives rapid growth with Microsoft Dynamics 365 and aec360
HSO implemented Microsoft Dynamics 365 and their aec360 engage solution as the firm’s new business development, marketing, and relationship intelligence platform.
Company Overview
Headquartered in Kansas City, MO, Burns & McDonnell is a leading full-service engineering, architecture, construction, environmental, and consulting solutions firm. The firm’s staff of 7,000 professionals around the world includes engineers, architects, construction professionals, planners, estimators, economists, technicians, and scientists, representing virtually all design disciplines. Burns & McDonnell partners with their clients to plan, design, permit, construct, and manage amazing facilities all over the world, with one mission that has remained unchanged since 1898: Make our clients successful.
“Getting our sellers/doers to properly manage contact records was a struggle. We had a mountain of duplicates and spent a crazy amount of time trying to manage our data, which led to data emergencies.
The ERM and contact sync tools in aec360 have been a huge value for us, saving our people a lot of time, and adding credibility to our contact data. This trust has been a major part of our CRM success.”
A clients-first culture drives strong growth
With a long history of exceptional client focus and delivering cutting-edge projects, Burns & McDonnell has ascended to the top of many industry rankings of the nation’s leading design and construction firms, including:
This success has led to further growth for Burns & McDonnell, a trend that has accelerated in recent years. Now with over 7,000 employees, the firm plans to hire more than 1,000 new professionals per year for the foreseeable future, a growth rate of approximately 15% year over year.
Historically, Burns & McDonnell had not viewed the use of a Customer Relationship Management (CRM) system as a strategic priority. “Previously, there wasn’t a lot of buy-in for leveraging a centralized CRM system,” explained Shawn Hickey, Senior CRM Business Analyst at Burns & McDonnell. “Our prior tools didn’t really do what we needed as an AEC firm, which resulted in people creating a lot of decentralized Excel spreadsheets and SharePoint sites.”
To meet the firm’s aggressive growth objectives, Burns & McDonnell knew they needed to change their perspective on CRM software. Firm leadership was convinced they were leaving money on the table as each of the firm’s business units were working independently with different tools and missing out on cross-practice selling opportunities.
“With the emergence of cloud-based applications, we had a new opportunity to deploy a centralized CRM platform that was available to our staff from their mobile devices in the field, and really prove the value that CRM can offer to our business,” noted Hickey.
Burns & McDonnell began a search for a new CRM platform that would help them take advantage of the latest cloud and mobile technologies. The firm evaluated solutions from Salesforce, Oracle, and Microsoft, ultimately asking Salesforce and Microsoft to bring forward their best partners. “We know that our industry has unique CRM needs,” explained Hickey. “We didn’t want a generic system that we would have to customize extensively to meet our needs – we wanted something that was built for our industry.”
The final decision was an easy one. “Not only was the cost of the Microsoft solution less than the alternatives, but the industry expertise of HSO with their aec360 solution was a major difference-maker,” Hickey described. “We didn’t have to teach them what’s unique about our industry, so we were able to hit the ground running and save significant time and money.”
With the help of HSO, Burns & McDonnell implemented Microsoft Dynamics 365 in the cloud, utilizing the pre-configured aec360 industry solution.
Changing the perception of CRM
By implementing aec360, Burns & McDonnell has gained a centralized firm-wide view of their contacts and relationships, streamlined business development operations such as legal reviews, and improved cross-practice coordination to win more business. “This success has changed the perception of CRM across all levels of the firm,” described Hickey.
The industry-specific functionality provided by the aec360 solution was key to the success of this project. “The aec360 team was able to jumpstart our project and provide a solution that addressed the unique challenges in our industry. Without that, we would have never gotten this initiative off the ground,” explained Hickey
Burns & McDonnell looks ahead to a bright future with Microsoft Dynamics 365 and aec360 as a key part of their success.
“We are driving our CRM strategy forward,” said Hickey. “We’ll be rolling out Microsoft Dynamics 365 to manage our marketing events, create a centralized database of project and employee experience, automate the creation of proposal documents, and to deploy a resource planning tool that will integrate our pipeline management practices with our process for staffing new work. With Microsoft Dynamics 365, the possibilities are really endless!”
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Customer Cases in AEC
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