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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 a “Relationship IQ score” shows where relationship links occur between two organizations – and just as important – the strength of those relationships.

This is useful when for example, a practice group is looking to offer a new service to an existing client, can see who in their firm already has a strong relationship based on the IQ score: they can ask for a personal introduction as opposed to a cold call.

This sort of “intelligence” about relationships – who knows who – can lead to new business development opportunities.  For example, the ABA Journal recently reported a story that led one law firm to earn an additional $84,200 in revenue.

The Perfect BizDev Introduction

How can CRM facilitate the perfect business development introduction?  This is the center piece of an upcoming LexisNexis® InterAction® webinar which will also foreshadow some product enhancements due out this fall:

What:  Relationships with the New InterAction IQ
Who:  Law firm marketing, business development and rainmakers
When:  Thursday, September 25, 2014 11:00 a.m. – 12:00 p.m. (ET)
Where:  Free online webinar; register here.

Photo credit:  Flickr; CC BY-ND 2.0

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Law Firm Business Development:  Relationships Trump Everything 

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About Frank Strong

Frank Strong
Frank Strong is the communications director for the LexisNexis software division located on NC State’s Centennial Campus in Raleigh. In this capacity, he leads communications efforts in support of software products for law practice and law department management and also litigation tools – across large law, small law and corporate counsel segments. With more than 15 years of experience in the high-tech sector, Strong previously served as director of public relations for Vocus, which developed marketing, PR and media monitoring software. He has held multiple roles both in-house with corporations, ranging from startups to global organizations, and has also endured the rigors of billable hours, having completed gigs at PR firms including the top 10 global firm Hill & Knowlton. A veteran of two year-long deployments, Strong has concurrently served in uniform in reserve components of the military for more than 20 years, initially as an enlisted Marine and later as an infantry officer in the Army National Guard. Strong holds a BA in Film and TV production from Worcester State University, an M.A. in Public Communication from American University, and an M.B.A. from Marymount University. He is a PADI-certified Master Scuba Diver and holds a USPA "B" skydiving license.
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