This is where real pipeline software can help to take a law firm’s business development to the next level. A true business development pipeline allows opportunities to be entered and linked to related people and companies. Pipelines also allow for entry of additional information such as activities related to an opportunity, which can then be assigned to the individuals who need to complete them. Once all the data is entered, a pipeline can also provide a perpetual history of the activities that took place during the business development cycle and reminders for activities to keep advancing the opportunities forward.
Human nature dictates that we all tend to do things that are in our best interest. This is especially true in the context of technology adoption in a law firm. For attorneys, time is money, literally, so they are not going to waste any of their precious and limited time doing things that they don’t consider important. This means that to drive CRM adoption in the law firm, first you have to make them care.
CRM With a Purpose
Why should lawyers care about CRM adoption? Well, first it’s important to communicate why the firm cares.
Outsourcing is defined as the contracting out of an internal business process to a third party organization and, as such, it has been a common and accepted business practice for a very long time.
By that definition, could it also be suggested that law firms themselves are in the outsourcing business? If you think about it, many companies have plenty of in-house attorneys and/or legal departments that can adequately serve most of their corporate legal needs. But in many cases, it makes more sense for them to hire outside firms or attorneys because they have deep knowledge or specialized experience in niche areas or because they can do some types of work more efficiently.
The goals of outsourcing include improving efficiency, reducing costs and gaining a competitive advantage. As a result, it shouldn’t be too surprising that law firms have been experimenting with outsourcing for decades, according to some sources, as early as the 1960s. The most common legal services that law firms have attempted to outsource have been agency work, document review, legal research and writing, drafting of pleadings and briefs and patent services. Firms have been even more open to outsourcing their non-legal work such as IT support, finance and accounting and helpdesk operations.