Transforming Business Development – Build Your Zombie Team

Briefing Frontiers: Closer to clients took place as a virtual event on 21 May 2020. The virtual event explored how firms can better align themselves to client needs, and foster stronger relationships

Learn how to leverage firmwide data to pinpoint opportunities — and risk — across clients, practices, industries, and geographies. Understand how to use data to inform firm planning and ongoing service delivery.

Please join us for a discussion on how the partnership between Intapp and QorusDocs accelerates proposal management for the legal industry. By leveraging the combined power of DealCloud and QorusDocs, firms combine the centralization of critical data spanning expertise, clients, and matters with award-winning, automated document generation capabilities. We’ll discuss ways your firm can leverage these best-of-breed tools, including: Developing winning pitches and proposals by harnessing internal firmwide intelligence Sourcing answers to RFP questions directly from firm data using AI and natural language processing (NLP) Improving the quality of proposals and winning more business using proposal management tools with automated proposal development, tracking, and insight capabilities help firms

Chief marketing officers who modernize business development strategies can accelerate revenue and market share growth with both new and existing clients.

Today’s legal clients scrutinize their spending and are well informed about prices, value and competitive alternatives. This necessitates insight-driven marketing and business development strategies. However, marketing can only provide these insights if they have greater transparency into client matters, along with a seamless process to access, capture, and curate data in order to predict future client needs with confidence. Law firm marketing is at an inflection point. Modern CMOs are the change agents who can advance marketing from a supportive function to a strategic partnership. With a birds-eye view across the entire client lifecycle, CMOs are best positioned to champion data-driven decision making and the requisite infrastructure and process changes. The payoff? Win new business among new and existing clients, increase revenue and gain market share. Watch this on-demand webinar to explore topics including: Opportunities to integrate data into the culture of the firm Change management strategies to build firm-wide support Advancing smart collaboration and key-client planning: industry use cases Where to start

There is no secret that there is a genuine supply and demand issue with legal marketing talent at all levels; there is simply not enough people to go around for the positions that are open. Furthermore, many firms are seeking talent who have very nuanced experience which makes it even more difficult to fill positions. In this session, Jennifer Johnson Scalzi will give a general market overview of the talent market at all levels and what you can do to think about attracting the best and brightest and then keeping them (the former is harder than the latter!). She will talk through recruitment best practices, provide insights on what talent is looking for in an employer, and ideas for how to keep the ones you want for the long-term. The need for legal talent doesn’t stop there. For Finnegan, one of the largest IP law firms in the world, it recognized that to remain competitive there is a demand to tee up the best possible team for its services. To do this, the firm is relying more and more on experience management. Terra Liddell, CMO at Finnegan, will elaborate on why ‘conversations in the hallway’ don’t cut it anymore. Attorneys are coming to marketing to understand who is best at ‘X’ technology and unearth the appropriate legal talent for the work. Listen to her past “experience” (pun intended!) on tracking only cases and how the marketing team now tracks and searches not only across cases, but across all matters, all of the firm’s professional’s technical experience, and client experiences and classifications within industries — all very quickly to shine a light on the legal talent.

Team collaboration and key-client planning ultimately empower firms to cross-sell their services, achieve higher hourly revenue, and retain more clients — and professional legal marketers should be leading the charge. Whether it involves key-client planning programs, industry teams, or rapid lateral integration, team collaboration requires new systems and processes. To provide actionable guidance and deliver better experiences through teams, firms must adopt technology that supports collaboration, automation, and data-driven insights. During this fireside chat, our panel will discuss critical factors in the success of team collaboration, including: How marketers can serve as connectors between lawyers and clients What type of infrastructure is required to foster firmwide team collaboration How you can drive adoption of team collaboration with lawyers

The world has changed drastically in just a few short weeks. While we can’t control the situation, what we can control is our response to it. The firms that succeed will be the ones that learn to adapt. While the current situation is definitely disconcerting, it also presents a rare opportunity to get lawyers to focus on business development and technology to help rebuild their practices. In this 45-minute program, Darryl Cross of Intapp, David Freeman of David Freeman Consulting Group, and Chris Fritsch of CLIENTSFirst Consulting will share information, ideas and best practices for success, including: Adapting business development approaches in this new environment An overview of technology available to help attorneys develop business and strategies for encouraging them to use it Leveraging technology to coordinate outreach efforts, deepen relationships and generate new revenue Encouraging and enhancing collaboration as teams working across practices and offices Implementing processes and resources to support attorneys’ business development efforts

Learn more about configuring DealCloud to meet your firm’s specific needs