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CRM Transformation Series, Part 2: Building Your Legal CRM Business Case
You’ve reached your breaking point. You can’t deal with your firm’s second-rate CRM platform for one more nanosecond. Even though everyone knows it’s a broken system riddled with obsolete data, you and your colleagues have bitten the bullet and learned to work around it. Now, your team’s collective frustration has boiled over and you’re ready to take action.
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CRM Success Series, Part 2: Encouraging Adoption and User Success
Following on the first webinar in our CRM Success Series, Defining Value and Acing Implementation, we now focus on the second pillar of Pinnacle’s CRM Success and Value Framework, user success. During this webinar, we will discuss how to define, encourage, and measure user success.
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Profitable Conservation: Preventing the Erosion of Profit Over the Lifecycle of a Matter
When a matter is opened, profitability is everywhere. There are abundant billing opportunities and options for work. As time goes on, however, profit erodes throughout the lifecycle of a matter. How can firms leverage persistent and consistent data analysis to conserve and protect their profit ecosystem? Join us in this moderated panel to discuss real-world examples of profit and client relationship erosion over time and how they were saved and increased by using the data already in the firm’s systems.
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Connecting the Dots and Data to Capture New Business
Intapp and The Legal Sales and Service Organization (LSSO) recently surveyed marketing and business development executives at midsize and large law firms to determine how they are approaching business development and “sales.” The results were illuminating: 90% of those surveyed reported that their firms utilize a decentralized marketing and business development model — an approach that largely disperses efforts and teams across an array of practice groups, industries, and client categories.
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Chief Marketing and Business Development Officers as Change Agents
Modern law firm marketing and business development leaders are uniquely positioned to drive change, because — in addition to serving as stewards of firm branding — they’re increasingly leveraging data-driven insights to direct strategic growth efforts, such as key-client programs. But there are significant hurdles to be overcome along the way, including the added challenge of change management inside law.
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Team Collaboration and Key Client Programs: Powerful Tools for Business Development
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.
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Getting Started with Key-Client Planning
Key-client plans build the foundation for a better client experience by creating a tailored approach to strategy, origination, and execution of engagements. With the right technology in place, marketing teams can rapidly access client data that allows their firms and lawyers to stay ahead of client demands and anticipate their needs. By leveraging critical information across the client lifecycle, key-client plans foster smart collaboration, utilizing client intelligence to identify lawyers who can best serve key clients and create cross-selling opportunities.
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A Paradigm Shift in Business Development
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CRM Transformation Series, Part 1: Sizing Up the Legal CRM Landscape
Law firms are under enormous competitive pressure, today more than ever. Spending on legal services has continued to go up but spending on outside counsel has been largely flat. To be competitive, law firms need to get much smarter and more diligent about the business they pursue by making intelligent data-informed marketing decisions. But not all CRM systems can help companies do this effectively – and many firms are considering changing or supplementing what they already have.
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Data Integration: OnePlace Marketing & BD with Dun & Bradstreet
With Dun & Bradstreet (D&B) data pre-integrated into OnePlace Marketing & Business Development, you can keep your CRM clean, complete and free of duplicates.
#EpicCRMFails Series, Part 1: Epic Fails - and How to Avoid Them
According to Chris Fritsch of CLIENTSFirst, almost every law firm currently using CRM software is looking for ways to increase the ROI on their technology investment. Sometimes learning what NOT to do can be even more instructive than learning what to do. Join us for part one of this four-part series examining the top issues that lead to CRM fails and hear stories from experienced professionals that can help you learn from the mistakes of others.
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CRM Success Series, Part 1: Defining Value and Acing Implementation
Contrary to popular belief, law firms can and do often achieve success with their CRM initiatives. To foster a successful implementation, firms need to define business-impacting success criteria, understand the role of technology, and know how they must change in order to achieve that success.
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Legal CRM: Practical tips for aligning with client needs to drive growth (Part 1)
From the top down, law firm leaders are under increased pressure to deploy strategies to drive growth. To succeed, firms need a deep understanding of clients and the ability to anticipate shifts in demand.
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Legal CRM: Practical tips for aligning with client needs to drive growth (Part 2)
Every firm has hurdles to overcome – from data quality issues to siloed systems and teams. Learn how your firm can overcome its challenges by joining us in this webinar series.
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Legal CRM: Practical changes that have a big impact on business performance (Part 3)
Watch part 3 of this 4 part webinar series to see how firms can meet the objectives of all key stakeholders by making small but important changes in how the firm uses CRM.
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Legal CRM: Bringing your technology stack together to improve business performance (Part 4)
Every firm has hurdles to overcome – from data quality issues to siloed systems and teams. Learn how your firm can overcome its challenges by joining us in this webinar series.
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Virtual event: Briefing Frontiers 2020: Closer to clients with Intapp
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
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Road to Recovery: Techniques & Technology to Transform Business Development
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.
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Intapp Connect Virtual Summit - Marketing & Business Development Session
Watch Lavinia Calvert, General Manager of Intapp’s Marketing and Business Development Business, for her perspectives on how firm marketing and business development teams are adapting their strategies and tactics during this current time; and learn how OnePlace Marketing & Business Development can grow your firm’s relationships, revenue, and reputation.
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Identifying strategies to thrive amidst uncertainty
All firms want to grow, but it’s difficult to do so in an uncertain environment. Leading firms know there’s little margin for error and conduct a thorough examination of what’s effective and not in driving growth. Learn from some of the brightest minds on how they prepared their firm to thrive despite uncertainty.
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Extraordinary circumstances require exceptional relationships to thrive
No firm is truly ever prepared for a crisis, let alone one that changes everything overnight. And when a crisis hits, every firm relies on its client relationships to carry itself through challenges. Because relationships with clients, partners, and alumni are what help generate referrals and new business for firms.
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A New Paradigm for Professional Services Firms — Resilience and Opportunities in the Face of Uncertainty
Change is never easy – especially for partner-led professional services firms where key decisions typically require consensus. Abrupt, overwhelming, unpredictable change is even more difficult.
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How law firm marketers can lead through crisis and build resilience
Join us as we discuss ways to stay connected and focused amid the COVID-19 outbreak and provide world-class marketing and business development support during this time of social distancing.
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Legal Marketing Talent – or Lack Thereof. What to do?
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.
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Modernizing Business Development Webinar
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.
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The Modern CMO: Advancing Marketing from Reactive to Predictive
Chief marketing officers who modernize business development strategies can accelerate revenue and market share growth with both new and existing clients.
