To succeed with CRM, it’s helpful first to have some background. Law firm business development is all about relationships. So it is not surprising that there has been a continual and ongoing search for technology and tools to assist firms in discovering and leveraging these crucial relationships.
I recently heard someone comment that CRM is a journey, not a trip. Truer words were never spoken. As many of my clients will tell you, I am fond of saying that CRM is not a project, an initiative or a rollout – it’s a fundamental change in the way that your firm manages and leverages it relationships.
Many people who are recognized as leaders in their sport, field or occupation often attribute a significant portion of their current success to a trainer or coach of some type who helped them achieve more than they ever thought they could.
A question that seems to keep coming up more frequently in discussions with firms about their CRM strategy is whether success would be easier to achieve with a CRM system that was ‘in the cloud.’ ‘The cloud’ is a fluffy euphemism for hosting the firm’s CRM software and data on a server somewhere outside the firm.
Have you ever heard the saying that you have to walk before you can run? It’s usually being spouted off by one of those really annoying self-important know-it-alls with all of their clever little sayings. You know, the ones who are usually all talk.
It’s always nice when something we say is reinforced by really smart people like the folks at McKinsey & Company. One of their articles about change management suggests that there are four basic conditions that must be met before people will change their behavior in the workplace:
A compelling story: They must see the point of change and agree with it,
When you first begin a CRM rollout in your firm, it’s easy to get carried away and want to really take off right out of the gate. It’s perfectly understandable that you might get excited about the potential of CRM to help the firm solve problems and automate processes.
Nothing can be more frustrating than dealing with CRM data quality. But when it comes to CRM success, there are few things that are more important. While data quality tasks can seem monotonous and mundane,