CRM Building Project 2: Teardowns
Is it time for a CRM renovation or a tear-down? Many of the firms we work with have had their CRM systems for years or even a decade or more. They can likely still remember their CRM building process and…
CRM Building Project 1: New Construction
So for some reason, one day about a year and a half ago, I decided that it would be a good idea to build a house. Not sure exactly why I thought adding this to my never-ending list of existing…
Data Quality Do’s and Don’ts – Part 6: The CRM Adoption Wreck
CRM adoption has the greatest potential for a wreck. Having worked with almost a hundred firms to help them achieve and enhance CRM success over the last eight years, the biggest challenge we always seem to run into is CRM…
Data Quality Do’s and Don’ts – Part 5: Herding CRM Users or “Cats”
Herding your CRM users or "cats" toward full participation is a challenge. The beauty of a CRM system is that by gathering and maintaining the collective information of all CRM users, contacts can be kept updated across the organization. If an attorney receives updated…
Data Quality Do’s & Don’ts – Part 4: The Missing Pieces of CRM Contact Data
A common complaint is missing pieces of CRM contact data. This significantly reduces the value of the system for users and hinders CRM adoption. Let’s face it, it’s challenging enough to get people to actually use the system. When they finally…
Data Quality Do’s and Don’ts – Part 3: Adopt CRM Orphans
CRM orphan contacts require care. There is nothing sadder than a poor, lonely little orphan – especially in your CRM system. When an "orphan" record is left in your CRM system and all the attorneys who once knew the contact are gone,…
Data Quality Do’s and Don’ts – Part 2: “I See Dead People” (in my CRM system)
Seeing dead people in your CRM system? Many of us may remember that chilling quote from the movie The Sixth Sense. Seeing dead people in your CRM system can be almost as disturbing. Nothing is more likely to cause your CRM…
Data Quality Do’s and Don’ts
To ensure data quality, focus on these key areas: manage changes in the status of contacts, adopt "orphans" left behind by attorneys, input missing data, and gain full participation and adoption. Part 1: Degrading Data Quality In today’s highly mobile…
Pipeline to Success
What gets measured gets done, and this can certainly be said about “non-billable” activities in law firms. For anyone familiar with attorneys, this is not surprising. Busy lawyers are tasked with competing demands for their very valuable – and very…
Pipeline to Success – Part 7: The People
Are your people onboard with business development pipeline success? To ensure a successful outcome. the business development pipeline technology must first be supported at the highest leadership levels in the law firm. Next, there must be knowledgeable, well-trained people dedicated to inputting…