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Tag Archives: law firm crm

3 Pragmatic Ways to Gain Law Firm Partner Buy-In for CRM

3 Easy Ways to Gain Law Firm Partner Buy-In for CRM

Lots of law firms share contact information in databases, but that’s not necessarily using CRM effectively, according to a marketing technology panel at the 2015 ITLACON tradeshow (#ILTA057). Forget the acronyms and focus instead on a tool that helps law firms focus on key initiatives – like growing a business. That’s the core of the lessons we gleaned from a ... Read More »

5 BizDev Actions to Take with Existing Law Firm Data

5 BizDev Actions to Take with Existing Law Firm Data

Note: The following is a post from contributor Carla Del Bove, who provides support to the business of law software product line within the LexisNexis software division. Law firms seeking to better understand clients, and the strength of client relationships, have an often overlooked source of data: their own. In a LexisNexis webinar on “Revenue Generating Relationships,” Toni Minick, says some of the law ... Read More »

Legal Competition Rises, Relationships Matter More than Ever  

Legal Competition Intensifies Relationships Matter More than Ever

Note: The following is a post from contributor Carla Del Bove, who provides support to the business of law software product line within the LexisNexis software division. Law firms are losing two out of every three new business opportunity they are presented with. This represents a loss of $637 million in potential profits, according to BTI’s 2015 Market Outlook and Client Service Review. Toni ... Read More »

Audit of 50 Law Firms Finds New CRM Best Practices

Audit of 50 Law Firms Finds New CRM Best Practices

Some law firms experience greater success with CRM implementations than others.  A recent audit of 50 law firms, many among the Am Law 100 or 200, provides insight as to how. The audit found a combination of strategy and tactical techniques makes a remarkable difference, according to Matt Thompson.  Writing for LawMarketing.com – 10 Best Practices to Implement CRM Effectively ... Read More »

InterAction Adds Passive Data Management to Law Firm CRM

LexisNexis InterAction IQ Module

Who you know may well be just as important as what you know. For law firms, knowing “who knows whom” can be a defining difference in both client loyalty and revving up the referral engine. “Research shows there’s a correlation between the number of partner relationships a client has with a law firm and that client’s loyalty. Client-flight risk drops ... Read More »

How Law Firms Can Successfully Implement a CRM System

How Law Firms Can Successfully Implement a CRM System

Note: the following is a guest post from Deborah Dobson In today’s competitive legal market, it is more important than ever to build strong relationships in order to create opportunities.  There are more law firms competing for less work, more work being done in-house and procurement entering the game.  While legal tends to lag behind in technology adoption, it is ... Read More »

The Key to CRM is Tracking Relationships

The Key to CRM is Tracking Relationships

Customer relationship management (CRM) tools for professional service firms ought to track relationships – who knows whom– as opposed to tracking products.  So says Kayte Steinert-Threlkeld, the chief marketing officer for Berdon LLP, a top 35 accounting firm based in Manhattan. Relationships  trump everything in business development, an aspect perhaps unique for professional services firms, including accounting, law, engineering and ... Read More »

Law Firm CRM Webinar:  Who Knows Who?

Law Firm CRM Webinar Who Knows Who

A big part of the role for marketing and business development staff is to know who’s who and who knows who.  This is often easier said than done, especially in larger organizations. Technology, and specifically law firm CRM tools, ought to be capable of helping staff and rainmaking attorneys figure this out.  We call this “relationship intelligence” which means though ... Read More »

9 Creative CRM Tips for Getting Lawyers to Share Data

9 Creative CRM Tips for Getting Lawyers to Share Data

Two employment attorneys from the same law firm were unknowingly pitching the same prospective client.  The client, in the interest of keeping legal fees low, use each attorney’s respective proposal as leverage to negotiation lower rates. Anecdotes like this, which was shared in a 2014 ILTA Conference session titled Making CRM Work in a Law Firm, are one way to ... Read More »

What does Law Firm CRM Really Mean?

What does Law Firm CRM Really Mean

A survey report focused on the State of Law Firm CRM published late in 2013 found “better client relations” among the primary benefits of CRM projects.  It’s worth noting the “improved ability to cross-sell” was a close second. As desinationCRM.com, the web affiliate of CRM Magazine, later reported in an article titled, Law Firms Make the Case for CRM: Fifty ... Read More »