HKS, Inc. - BCS ProSoft · HKS, Inc. Top architectural firm selects Deltek Vision The Challenge...
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1 Customer Case Study Deltek Vision HKS, Inc. Top architectural firm selects Deltek Vision The Challenge Built by HKS, Inc., Cowboys Stadium in Arlington, Texas is a true testament to the local catchphrase “everything’s bigger in Texas.” As the largest NFL venue ever built—stretching a quarter- mile in length—this 80,000 seat masterpiece is yet another testament to HKS’s overwhelming international success. With more than 935 dedicated and experienced professionals, HKS has positioned itself as a world leader of architecture and design, delivering innovative and client-inspired structures in over 1,100 cities around the globe. Consistently thought of as one of the most respected firms in the United States, HKS operates from 30 offices located throughout the U.S., Mexico, China, India, UAE, Brazil and the U.K. Despite its incredible track record of success, HKS recently experienced challenges that rose from two opposing forces: the turbulent economic backdrop and the firm’s own success and expansion. “With the economy the way it is, not a lot of clients are rushing to build new hospitals or sports stadiums— meaning the competition to win those jobs is pretty tough,” says Jack Clark, Vice President of Business Systems at HKS. “We knew we needed good, sound business processes to be able to go in and successfully win projects.” However, HKS knew it had to eliminate major roadblocks in its business development processes. With this in mind, the firm began searching for a solution that could provide end- to-end information, including historical data, anticipated project costs, pricing strategies and resource availability. The Solution To drive its continued growth and profitability, HKS turned to Deltek to power its front and back office on a single, integrated platform. HKS implemented Deltek Vision across its business, and quickly improved how it tracked leads. HKS also had the ability to tie new projects won with project and resource planning processes so resources could be reserved and allocated immediately and projects could be set up and executed correctly from the start. “On the CRM side, HKS can now track business leads—where they are in the process, whether we’ve done an RFP and even the likelihood that we’re going to land those projects,” states Clark. “So, from there, we can analyze the probability of winning the project.” “HKS can also make more informed go/no-go decisions on projects. We can say ‘No, let’s not go after that one’ and go after a more feasible project. So we’re using Vision to provide that analytical information. We then go through and determine whether or not to pursue opportunities. Better “Now, we can make the right go/no-go decisions because we finally have the power to analyze project feasibility costs. And that’s been significant for us, because we’ve been able to go in and win a lot of new business.” » Jack Clark, Vice President of Business Systems, HKS bcsprosoft.com/deltek-vision Experience. Expertise. Results. Experience. Expertise. Results.
Transcript of HKS, Inc. - BCS ProSoft · HKS, Inc. Top architectural firm selects Deltek Vision The Challenge...
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Customer Case Study
Deltek Vision
HKS, Inc.Top architectural firm selects Deltek Vision
The ChallengeBuilt by HKS, Inc., Cowboys Stadium in Arlington, Texas is a true testament to the local catchphrase “everything’s bigger in Texas.” As the largest NFL venue ever built—stretching a quarter-mile in length—this 80,000 seat masterpiece is yet another testament to HKS’s overwhelming international success.
With more than 935 dedicated and experienced professionals, HKS has positioned itself as a world leader of architecture and design, delivering innovative and client-inspired structures in over 1,100 cities around the globe. Consistently thought of as one of the most respected firms in the United States, HKS operates from 30 offices located throughout the U.S., Mexico, China, India, UAE, Brazil and the U.K.
Despite its incredible track record of success, HKS recently experienced challenges that rose from two opposing forces: the turbulent economic backdrop and the firm’s own success and expansion.
“With the economy the way it is, not a lot of clients are rushing to build new hospitals or sports stadiums— meaning the competition to win those jobs is pretty tough,” says Jack Clark, Vice President of Business Systems at HKS. “We knew we needed good, sound business processes to be able to go in and successfully win projects.”
However, HKS knew it had to eliminate major roadblocks in its business development processes. With this in mind, the firm began searching for a solution that could provide end-to-end information, including historical data, anticipated project costs, pricing strategies and resource availability.
The SolutionTo drive its continued growth and profitability, HKS turned to Deltek to power its front and back office on a single, integrated platform.
HKS implemented Deltek Vision across its business, and quickly improved how it tracked leads. HKS also had the ability to tie new projects won with project and resource planning processes so resources could be reserved and allocated immediately and projects could be set up and executed correctly from the start.
“On the CRM side, HKS can now track business leads—where they are in the process, whether we’ve done an RFP and even the likelihood that we’re going to land those projects,” states Clark. “So, from there, we can analyze the probability of winning the project.”
“HKS can also make more informed go/no-go decisions on projects. We can say ‘No, let’s not go after that one’ and go after a more feasible project. So we’re using Vision to provide that analytical information. We then go through and determine whether or not to pursue opportunities. Better
“Now, we can make the right go/no-go decisions because we finally have the power to analyze project feasibility costs. And that’s been significant for us, because we’ve been able to go in and win a lot of new business.”
» Jack Clark, Vice President of Business Systems, HKS
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Experience. Expertise. Results. Experience. Expertise. Results.
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focusing our e orts on the projects we are best positioned to win has dramatically improved our win rates.”
The BenefitRunning its front and back office on a single, integrated platform allowed HKS to manage the entire lifecycle of its projects. Though they knew that Vision CRM would e ectively enable business development st to track business leads and forecast the probability of winning top contracts, the firm was still surprised at how fully the solution impacted its entire business. Not only did it give them ultimate visibility and control of their project planning, resource allocation and utilization, Deltek Vision also enabled the firm to manage the entire project lifecycle— from prospect to client—in one system.
Another benefit HKS realized was found in the integrated project management and resource planning capabilities of Deltek Vision. Enabling the firm to always know how changes in projects will a ect resources, the new solution optimized financial management processes and guaranteed that HKS’s resources were always kept efficient and profitable.
“Now equipped with a strong back office, we do a lot of reporting to ensure that billing is happening when it’s supposed to, plus, we can keep the work level evenly distributed because we break out our billing over the month,” Clark says. “Moreover, the extended automation has helped us keep our back-office headcount down to a manageable level.”
“The project management platform helps tremendously. We put all of our projects in Vision so project managers can allocate resources accurately,” Clark says. “With these solutions we know both what is to date and what the future
looks like—even three to six months from now—so we can see what resources will be available and keep our resource utilization as high as possible.”
Finally, Deltek Vision empowered HKS with stronger, more uniformed reporting across its international offices, providing the firm’s key decision makers with consolidated reports that delivered the specific KPIs and metrics they needed, Deltek Vision gave HKS the ultimate visibility to ensure that project management, time collection and billing were staying on track and within budget.
“Every step of our business cycle is tied together; from CRM, project management and resource planning, to billing cash collection and even reporting. But it’s more than that. Now, we can make the right go/no-go decisions because we finally have the power to analyze project feasibility costs. And that’s been significant for us, because we’ve been able to go in and win a lot more new business,” Clark concludes.
HKS Architects at a GlanceHKS is consistently ranked one of the top five architectural firms in the United States, and operates from 30 worldwide offices. More than 935 dedicated and experienced professionals are delivering projects located in 1,178 cities throughout 77 countries. www.hksinc.com
The Deltek Advantage
• Front-office and back-office on one platform
• Be able to track the business development process from lead to contract
• Strong project management tools that are integrated with resource planning
• The ability to generate consolidated reports
Deltek Solution: Deltek Vision Core
Experience. Expertise. Results. Experience. Expertise. Results.
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