This is the time of year for celebrating (or at least aspiring to) things like peace on earth and equality for all. In that spirit of the season, I’ve included this week’s holiday business development quote with a message from Hanukkah.
There is often no better way to develop business than getting face-to-face with Clients and prospects– your CRM contacts. This may explain why so many law firms spend so much time and dedicate so many resources for events.
“Peace on earth Plenty of Clients will come to stay, when we live Christmas business development every day.”
This is a great (and slightly modified) holiday quote from Helen Steiner Rice – and it couldn’t be more applicable.
When it comes to issues with firm communications, the CRM hammer hits these challenges, well… right on the head. CRM is an excellent tool for helping a firm plan and execute marketing campaigns and distribute all types of communications.
As the holiday season kicks off, the sounds of the season are in the air and everywhere (including the almost unlimited commercials that make me want to hug my Tivo). After being subjected to a multitude of mundane messages and monotonous Hallmark moments,
Law firms often have buckets of issues that are particularly ‘pointed’ and for which there may simply never be a substitute for the trusty (or some might argue rusty) old CRM hammer. These types of issues come in many varieties,
There is probably no objective that law firms put more emphasis on achieving – or that they fail more frequently at than cross selling. This may be because many law firms or lawyers don’t really understand what cross selling is all about.
If we are going to think or talk about CRM as a tool, I think it begs the question: which tool would CRM be? In the wide world of tools, I think a lot of people would say that CRM is most like the hammer.
So why would you take the time to focus on referral sources when there are other business development activities you could be spending your time on? First, it’s often much easier to get business from a referred prospect.
It’s easy to question the relevance of CRM now that there is newer technology on the market or because of the CRM implementations that failed to meet expectations in the past. What is more difficult is to take some responsibility for CRM failure.
It might appear that the development of all of this new relationship management technology could make the old CRM seem a little, well… tired. Let’s face it, it does seem like CRM has gotten a little long in the tooth.
So what is the key to getting business from referral sources? First, like most everything else in business development: you need to give before you can expect to receive. If you want people to refer business to you,