As approved vendors for bidding on IT solution projects for Reynolds &
Reynolds, we need contact names for managers that will outsource their
IT projects and as much information as possible about this process.

Greetings!

QUESTION

Who are the key managers to be contacted in order to identify IT
outsourcing opportunities by Reynolds & Reynolds?

ANSWER

1. One key manager is Melanie Luckenbach, Director of Human Resources
and Information Technology,   Reynolds & Reynolds Co., Dayton, OH. 
She defines IT outsourcing needs.

2. Another key manager is Dale L. Medford, Exec. Vice President
Finance and CFO.  He is responsible for supply management, and all
outsourcing requests must be approved by him or members of his
organizationm.

-------------------------------------------------------------------------
Background information on Melanie Luckenbach, Director of HR and IT

Melanie Luckenbach is director of human resources, information
management and technology, at Reynolds & Reynolds Co., a Dayton,
Ohio-based information management firm. Luckenbach agrees that the IT
work force is changing. Employees are putting family and personal
needs first, and they desire to be part of decisions and to continue
to be challenged. As IT workers strive to be continuous learners, it's
important for companies to provide avenues for employees to have
access to new information, Luckenbach suggests. Work environment is an
essential element in establishing communication channels.

Managers at Reynolds spent nearly six months meeting with more than
200 IT employees to find out their needs and expectations. To promote
teamwork and collaboration, Reynolds now has "huddle rooms" in which
IT workers can get together and brainstorm. Reynolds also changed the
way work was allocated, partly in response to its employees' desire
for teaming and working outside the tight design of their jobs. "There
has to be a balance to keep employees happy," says Luckenbach. "A lot
of the work IT people do now involves interfacing with other people in
the organization."

Source: 
http://www.user.eliyon.com/public/PersonDetaillimited.asp?PersonID=19394849

------------------------------------------------------------------------------------------
Background information on Dale L. Medford -- CFO, responsible for
supply management

Dale L. Medford was named executive vice president and chief financial
officer, The Reynolds and Reynolds Company in January 2001.
Previously, he had served as vice president of corporate finance and
chief financial officer since February 1986.

Medford is responsible for the plans, policies and practices of the
controller, treasury, internal audit, payroll, tax, investor
relations, financial services and supply management.

He started his career with Reynolds in 1974 as manager, taxes and
internal audit. He was promoted to vice president and treasurer in
1981 and vice president of corporate finance and treasurer in 1985. In
1981, he was named treasurer of Reyna Financial Corporation, a wholly
owned subsidiary of The Reynolds and Reynolds Company, and served as
president and chief operating officer of Reyna from 1983 to 1986.

Medford, a certified public accountant, was employed by Deloitte
Haskins & Sells before joining Reynolds. He holds a Bachelor of
Science degree in business from Miami University.

Medford currently serves as a member of the Reynolds' board of
directors where he is chair of the investment committee and serves on
several other committees including non-employee director options, 401k
plan, nominating and governance and ReyShare. He is chair for the
Victoria Theatre Association; chair, Executive Support Committee of
the Victoria Theatre Association; honorary trustee of the Dayton Opera
Association; member, Dayton Racquet Club Board of Governors; chair of
the Audit and Investment Committee of Lutheran Social Services of the
Miami Valley; member, Financial Executives Institute, Dayton Chapter;
and member of the Miami University Business Advisory Council.

Source:
http://www.shareholder.com/rey/bios.cfm?bio=Medford

SOURCES

Reynolds and Reynolds Timeline --
http://www.reyrey.com/about/historyall.asp

SEARCH STRATEGY

1. Searched www.reyrey.com to identify managers involved in IT
outsourcing -- none found.
2. Search advanced google seeking the same information, with the same
result.
3. Searched hoovers.com seeking the same information, with the same
result.
4. Searched www.user.eliyon.com -- found IT manager and CFO/supply
manager.
5. These are the key managers who negotiate IT outsourcing --
requirements versus funding.

RESEARCH SUMMARY & RECOMMENDATION

The research identified 2 key managers in the outsourcing decision
process:

1. Melanie Luckenbach, Director of Human Resources and Information
Technology -- she defines the IT support required that should be
outsourced.
2. Dale L. Medford, Exec. Vice President Finance and CFO/Supply
Management -- he determines what IT outsourcing projects can actually
be budgeted.
3. This is probably an iterative process between IT and Finance, with
IT trying to outsource anything that would be cost-effective to
outsource, and Finance trying to reduce the combined costs of both
inhouse IT and outsourced IT.

In a comment posted 17 Nov 2002 14:41 PST , aceresearcher-ga suggests
another plausible scenario that may require escalation to executive
management.  He mentions writing a formal complaint to the CEO and the
CIO.  Ms. Luckenbach is the CIO.  If (and only if) there is objective
evidence that this scenario is actually happening, I would send the
letter to her and the CFO, with copy to the CEO.

Let me know if you have any questions or concerns, or need further
clarification.

Best regards,
pelican-ga

As an approved vendor, you should have a contact within the procurment
department that can give you IT contacts.

-THV

I know. The procurement contact won't give us any names though. We
thought we would have been given a list of names or be informed when
there are projects to be bidded on but that is not the case.

Hi christopher958-ga,

It's odd that they are so secretive about providing contact
information. It may be that they have a "don't call us, we'll call
you" stategy in place. I can't locate a listing of contact
information, the compant website (http://www.reyrey.com/) only has the
execs, but the Internet is a bit more forthcoming with contact names.

I'm not posting this as an answer, because the information is not
complete, but it should help you to get some additional contacts.

http://www.vitria.com/library/case_studies/vitria_casestudy_reynolds_and_reynolds.pdf
"'Speed and flexibility of integration were primary concerns when
selecting an enterprise application integration (EAI) tool,' commented
Gary Hess, Project Manager at Reynolds."
"'The volume of orders coming in through Web-facing applications is
steadily increasing and projected to at least double in the next
year,' noted Girish Balsavar, Business Systems Analyst at Reynolds."
"Orders entering the Reynolds system via these two applications are
published directly to a BusinessWare - Steve Hangen, Vice President
Software Engineering
Application Services, Reynolds and Reynolds"
The article discusses the implementation of third party software from
Vitrea and may offer some assistance on the needs of Reynolds.

There are more sites that list companies who are working with Renolds
– or that involve people who have worked at or with Reynolds. Some of
these may be good resources for the kind of insiders information that
you need.

The Vitrea site offers this information:

"Reynolds currently utilizes BusinessWare in four product/application
solutions, and has many other projects planned for development over
the next two years. Leveraging BusinessWare, the company has automated
the order fulfillment and shipping processes used within its
automotive and information solutions divisions. Two additional
projects, Reynolds Advantage, which focuses on existing customers, and
ReySource, which focuses on new customers, have also been completed."
http://www.vitria.com/customers/case_studies.html

The Digital Motorworks site lists a crew that seem to have met while
working at Reynolds & Reynolds:
Steve Murray, Managing Director, Europe and Asia Pacific. 
... he held the e-commerce chair at Reynolds & Reynolds... While at
Reynolds & Reynolds, he also served as Director of International.
Paul Barlow, Director of Information Technology, Europe and Asia
Pacific.
While at Reynolds and Reynolds, Paul became familiar with DMi's
information management technology...
Nick Acquarola, General Manager, Asia Pacific
Prior to joining DMi in January 2000, Nick was the National Service
Centre Manager at Reynolds & Reynolds.

It does not look like this company would be a competitor they don't
list Reynolds as a client and I'm sure that they left with enough
contacts to make that happen if they were interested. They may be
willing to offer some insider tips on how the Reynolds system handles
outsourcing IT contracts. Networking is still the best means to close
deals in the business world.
http://www.dmotorworks.com.au/company/mgmtteam.shtml 

Another ex Reynolds man is 
Roger Hilterbrandt – 
President of SterlingWare ™ 
The company’s contact info is:
2171 Quail Run Drive 
Baton Rouge, Louisiana 70808 
P. 225.819.0000  
F. 225.819.0009 
email: info@sterlingware.com
http://www.sterlingware.com/employees.htm


http://www.networkcar.com/networkcar/pub/managementteam
Donald Brady, Vice President Sales with Networkcar is involved with
Reynolds & Reynolds sales division. In 2001, Reynolds acquired a 10
percent equity in NetworkCar and exclusive rights to distribute
CAReader™ to North American automotive retailers.

http://www.a2.com/freelancers.html
Freelancer Central is a network of freelancers in the IT field…
John T., Internet Technology 
John is responsible for technology direction, solution planning and
project management …John has worked with organizations such as … and
Reynolds & Reynolds.

http://www.projectsatwork.com/april2002/may_news.htm
Lists four project managers also who won IT Project Leadership Awards
at the PLC: "Patrick Reeman, at automotive retailing information
consultant Reynolds and Reynolds, rounded out the Top 5 for his work
on a next-generation, in-house, open solution for the automotive
market."

http://www.reynolds.com.au/news/Dealer-Conn_Aut-Win-2002.pdf
Is a newsletter for dealers put out by Reynolds & Reynolds Pty Ltd
Although it doesn't include contact information, it does discuss some
of the new software that they are providing and gives some insight
into the company's focus.

http://www.sii-nh.com/sii/projects.html
Software Innovations in New Hampsire also did some work for Reynolds.
This may be a more direct competition and they may not be willing to
share information. But you'll never know until you ask...
Software Innovations, Inc.
55 Bridge Street
Manchester, NH 03101
(603) 669-9890
Fax: (603) 669-4315 
email to drd@sii-nh.com for more information...

Another company who lists Reynolds as a client: 
About Server Enterprise Ltd
Founded in 1992 Server Enterprise is a leading supplier of enterprise
modelling and meta data management tools and has a customer base of
over 250 major corporations.
Customers include Deutsche Post, Lucent, Philip Morris, Johnson &
Johnson, Reynolds & Reynolds, ARAMCO, Natwest Bank and RAC.
For further information contact: Kristina Miller
(kmiller@serverenterprise.com)
Server Enterprise Ltd, Technology Transfer Centre
Silwood Park, Ascot Berkshire SL5 7PW UK.
Telephone: +44 (0)1344 876553    Fax: +44 (0)1344 876554
http://www.serverenterprise.co.uk/newsite/company/press-releases/dec2001.htm

And a few more…
http://www.avtech-inc.com/avtech/why_av1.htm
http://www.embarcadero.com/company/reynolds.asp


http://www.apptonet.com/pdfs/IQArticle.pdf
Biz Connection takes a look at the situations that would demand out
sourcing. This resource adds to your understanding of the project
manager’s perspective. Understanding what the needs of the client are
is the best way to provide a solution that will meet them.

Nucleus Research
ROI Case Studies
An in-depth and independent look at the actual return a customer
received from a technology deployment.
They have an analysis of SmartForce - Reynolds & Reynolds.
The cost is high and I'm not sure it would provide any relevant
information, but you might want to take a look at it.
http://www.nucleusresearch.com/casestudies.htm

search terms: Reynolds & Reynolds management team

It's a beginning...
bcguide-ga

christopher958,

Another possibility to consider is that the person in charge of bids
and procurement has cut his own deals with other sources and you are
just being frozen out. If you believe this to be the case, you might
consider sending a certified letter addressed to the head of the
company and/or the division expressing your frustration at not being
able to get this information, asking why you aren't being given this
information upon request, and asking what you need to do to get the
information. A certified letter requires a human signature upon
delivery, looks more important and official, and so tends to command
more attention.

Chances are good that if you send this letter to both the CEO and the
CIO, at least one of them will not be pleased that something is
apparently not quite right. Maybe you will get some action that way.

Good Luck!

aceresearcher