Recognizing the Quiet Power of Your CRM Data
by Julie Amos, Chief Strategy Officer and Chris Fritsch, Client Success Consultant
Marketing departments today often spend a great deal of their time focusing on things that involve strategies and planning. To support these critical activities, they have built up and aligned key staff and resources. This is completely understandable given the pressure they are under to deliver results and value. While the pressure has always been significant, in recent years, with competition at unimaginable levels, it has intensified significantly.
However, it may actually surprise many marketers to discover that one of the most important tools to help their firms deliver value and develop business isn’t a strategic or planning initiative.
Getting to the Heart of eMarketing
by Julie Amos, Chief Strategy Officer
Recently, legal marketing professionals from around the globe gathered in New Orleans for the 2018 Legal Marketing Association Annual Conference. One breakout session titled, “Humanity Isn’t a Trend – It’s the Key to Digital Marketing and Branding Success,” presented by Terry Isner, CEO at Jaffe, was an insightful directive for legal marketers to “remember that, regardless of technology, there is always a person on the other end looking for something … most likely your lawyers’ help.”
Terry’s presentation provided a timely and targeted reminder that no matter the medium,
Six Tips to Select the Right CRM System: Evaluate Products and Providers
Once you have identified a few CRM systems that meet your requirements, you can begin the vetting process to select the right CRM system for your firm.
Tip 4: Direct the Demonstrations
It’s essential that the CRM demonstrations allow you to make an informed decision and adequately and accurately compare systems, features and pricing. It’s also important at this phase to again involve your users. CRM systems have a reputation for being notoriously difficult to implement, and the last thing you want is to be responsible for unilaterally selecting a system that then doesn’t meet user expectations.
Six Tips to Select the Right CRM System
– By Chris Fritsch, Client Success Consultant
Research estimates that up to 70% of CRM systems fail to meet expectations – and a failed CRM implementation can be extremely costly, not just in terms of the financial expense, but also because of the costs in lost time – and credibility. Even more impactful: you don’t often get a second chance at CRM success. This means that it’s critical to select the right CRM system.
The good news is, CRM success is possible. If you simply follow a few critical steps before and during the CRM selection process,
Six Tips to Select the Right CRM System
by Chris Fritsch, Client Success Consultant
Research estimates that up to 70% of CRM systems fail to meet expectations – and a failed CRM implementation can be extremely costly, not just in terms of the financial expense, but also because of the costs in lost time – and credibility. Even more impactful: you don’t often get a second chance at CRM success. This means that it’s critical to select the right CRM system.
The good news is, CRM success is possible. If you simply follow a few critical steps before and during the CRM selection process,
Relieving the CRM “Tax” Burden
by Dave Whiteside, Director, Client Growth & Success
I often see charters and business cases with a list of desired CRM benefits that look like this list below:
- Better client relationships….
- Less client attrition….
- Improved ability to cross-sell….
- Increased revenue and profitability….
- Increased team collaboration….
- Improved efficiency in serving clients….
- Greater staff satisfaction….
- Cost savings….
These are all worthy objectives on which to build a business case for CRM – but none of them contain a WHY and a WHO?
Are You “Taxing” Your CRM Users?
by Dave Whiteside, Director, Client Growth & Success
When we see so many firms struggling with CRM “adoption” it creates a question: Is it possible that the professionals in your firm view your CRM system as a tax? Like a tax, CRM benefits the firm and others, but not them?
The most common frustration heard when rolling out a CRM – my users just won’t adopt and use it! The initial tendency is to blame the users as being stubborn, obstinate and unwilling to “change”. But the real question is WHY are they unwilling to change?
Contact Management 101: 10 Top Tips for Success
– By Christina R. Fritsch, JD, Client Success Consultant
As the new school year gets underway and students get back to class, it seems like a good time to share a few lessons on contact and relationship management. One group of ‘pupils’ for whom this information can be particularly relevant is new attorneys who are joining a firm for the first time and who are eager to get to the head of the class by focusing on marketing and business development early in their careers.
It may seem to many people that contact management skills should come naturally lawyers,
Contact Management 101: Caring for Your Most Important Assets – Relationships
by Chris Fritsch, Client Success Consultant
To help communicate the importance of centralized contact management, we have compiled 10 top tips:
- Think of contact management as an investment. Contacts are valuable commodities and investing just a little time up front can pay dividends in the future.
- Value your relationships. For attorneys, there is almost no more important contributor to career success.
- Capture complete information. Without key details, you can’t effectively communicate with contacts.
- Update contact information regularly. Up to 30% of contact information changes each year,
Contact Management 101: Understanding the Payoff
by Chris Fritsch, Client Success Consultant
The reasons why attorneys manage their contacts in different ways isn’t important, but the challenge this presents for law firms is. A centralized collection of clean, correct and complete contacts is critical to effective marketing and business
development. Additionally, having contact and relationship information outside the firm’s central systems and security may present additional problems. As a result, many firms may find it important to get attorneys to develop consistent practices for centralized contact management.
So, what is the best way for firms to control the contact conundrum?
Contact Management 101: So Many Contacts, So Many Ways to Manage Them
by Chris Fritsch, Client Success Consultant
While formal contact management may be foreign to younger lawyers, this isn’t necessarily a generational issue. In fact, we now frequently find that even some of the most experienced lawyers are managing their contacts in different ways. The issue also isn’t caused by inattention or idleness. Actually, there are a number of valid reasons why changes in contact management methodologies have been taking place, such as:
- Attorneys are out of the office more often today, so it’s critical to have contacts on their mobile devices where they can easily access them
- Advances in search technology have made it easy to find contacts anywhere,