So what kind of numbers or CRM metrics might make sense? Ideally, you want to find ones that are particularly relevant to the attorneys and the firm. Often these will be numbers that are frequently preceded by a dollar sign – ones that relate directly to top line revenue or enhanced growth opportunities,
While it’s easy to portray business development as a battle – with the Clients as targets to be won over and your competition as the enemy standing in the way, this is a simplistic outlook. In reality,
When people who are tasked with responsibilities for CRM systems are asked to define success, many words come to mind — words like challenging, demanding, difficult, stressful, time-consuming… painful, impossible, unattainable… changing jobs, retiring, quitting, outa here…
While there are many people who can aid and assist your troops in their business development (BD) battles, it is imperative to have the support of strong and effective ‘generals’. This is why it is crucial that the managing partners,
If at first you don’t succeed at CRM… so then what? Should you just give up? Throw in the proverbial technology towel? Admit defeat and go look for a job doing something easier – like maybe becoming a lion tamer or a crash test dummy?
Business development battles cannot be won without dedicated and motivated troops. But motivating attorneys to develop business can sometimes be challenging. Many attorneys went to law school specifically because they didn’t want to ‘sell.’ Just the mention of selling can evoke thoughts of a loud used-car salesman in a bad plaid jacket trying to overcome objections and ‘close’ a deal.
When it comes to CRM success, there is no one-size-fits-all solution. There are, however, some almost universal ways to fail. Trying to roll out the software to everyone in the firm all at once is one good way.
Alas, you are not going to win every business development battle. It can be daunting to put yourself out there in the field, face-to-face with Clients and prospects, who may either accept or reject your advances. While most of them will not be outright hostile,
Arguably, the most important thing a CRM system can help a law firm with is business development – attracting and retaining top Clients. This is the reason a lot of firms invest in CRM systems in the first place.
No matter how great an army of seasoned business development veterans you may have at your firm, they will always be more effective when they have reinforcements. In the law firm, the group that is tasked with backing up the business development troops is the Marketing Department.
Sure, there are plenty of stories about CRM failures. But in reality, when rolled out successfully, CRM has tremendous potential. It can actually help a firm to improve communication, coordination and Client service. If you think long and hard about it,
To win the business development battle, you first have to make sure you are aiming at the right targets. Each one you miss wastes valuable, and limited, business development time and resources. As a result, the most effective targeting involves aiming at the targets that you have the best chance of hitting.
In the past, you may have heard stories about CRM failures, disasters and unmet expectations. CRM has been branded as an over-hyped, overpriced technology with poor adoption and little or no ROI. It’s rotten to the core.
To be relevant for business development, the skills learned in basic training must be put into action. This is why it is crucial that well trained troops be deployed to the field as soon as possible. In other words,