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.
In part one, we’ll review the following points to keep in mind before making a decision:
- Attainable goals and what you can hope to accomplish through CRM transformation
- What solutions are in the marketplace
- How these solutions compare
Suzie WilliamsDirector of Marketing and Business Development
Director of Marketing and Business Development
Suzie Williams is Director of Marketing and Business Development at McMillan where she utilizes marketing as a vehicle to drive business success. She is a national leader of client-centric marketing and business development strategy, communications, and growth objectives. Williams is passionate about incorporating client experience to increase organizational responsiveness and initiate process improvement innovations. Williams guides her team to provide strategic planning, market positioning and differentiation, growth strategies, and client-relationship and brand-management services.
Chris WhitmorePractice Group Leader, Marketing and Business Development
Practice Group Leader, Marketing and Business Development
Chris is a Practice Group Leader for the Marketing and Business Development group where he collaborates with firm leadership, helping to implement next-generation CRM strategies. With more than 20 years of CRM experience across the areas of sales, marketing and product management, Chris helps professional services firm leaders improve performance through focusing on combination of process, technology and change management. Before joining Intapp, Chris served in various roles at LexisNexis InterAction, a legal CRM as well as Manager in Accenture’s CRM consulting practice group.
Michael WarrenVice President, Client Development and Intake Practice
Vice President, Client Development and Intake Practice
Michael Warren, Wilson Allen’s Vice President of Client Development and Intake Practice, has dedicated his career to helping professional services firms successfully implement CRM. In his role at Wilson Allen, Michael helps firms identify the critical success factors for their CRM and then implement simple, practical, and realistic measures to achieve them. He is the co-founder of Stanton Allen, which merged with Wilson Legal Solutions in 2018 to form Wilson Allen. Previously, Michael worked with LexisNexis focusing on InterAction projects and with Tikit in data client services.