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Data Quality Do’s and Don’ts – Part 3: Adopt the Orphans

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, the record is essentially abandoned. It’s left alone in a CRM world where relationships are so…

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Data Quality Do’s and Don’ts – Part 2: “I See Dead People”

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 users to tune out and turn off than finding deceased contacts living on in your system. Even…

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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 markets, up to 30% of a firm’s CRM contact data can degrade each year. People…

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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 limited – time. And for lawyers, time is money – literally. So when there is…

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Pipeline to Success - Part 7: The People

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 the data. Information has to be entered correctly, consistently and completely because bad data will…

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Pipeline to Success - Part 6: The Problem

Pipeline to Success – Part 6: The Problem

Over the years, we have all heard way too many stories of CRM systems failing to meet expectations. What we don’t typically hear is that the reason why these systems didn’t meet expectations was often that the expectations were unrealistic. Indeed, people have been complaining about CRM systems for as long as…well, as long as…

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Pipeline to Success - Part 5: The Products

Pipeline to Success – Part 5: The Products

Recently, some CRM product developers have begun building pipeline tools to meet the changing needs of law firms. A few years ago, Microsoft began offering a version of its Dynamics CRM through industry vertical resellers who configured the software specifically for law firms. This product, CRM4Legal, has since been acquired by Aderant. Two other companies…

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Pipeline to Success - Part 4: The Past

Pipeline to Success – Part 4: The Past

When some larger firms with sophisticated marketing departments began to realize the limitations of spreadsheets years ago, they started looking for alternatives. But because the profession had not been focused on sophisticated business development tracking or technology in the past, there were not many choices of pipeline software available that could meet the specific needs of law…

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Pipeline to Success - Part 3: The Pipeline

Pipeline to Success – Part 3: The Pipeline

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…

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Business Development Pipeline

Pipeline to Success – Part 2: The Spreadsheet vs The Pipeline

At its most basic, a pipeline is simply a way to track and report on business development efforts. Initially, when law firms began tracking business development opportunities, the original tool of choice was Excel. Even at some of the largest firms, lawyers often tended to gravitate to spreadsheets to track just about everything. There are…

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Pipeline to Success – Part 1: Law Firms Finally Embracing CRM for Business Development Tracking

Pipeline to Success – Part 1: Law Firms Finally Embracing CRM for Business Development Tracking

What gets measured gets done. 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 limited – time. And for lawyers, time is money – literally. So when there is client…

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CRM Success Steps and Strategies - Part 11: Don't Do It Alone

CRM Success Steps and Strategies – Part 11: Don’t Do It Alone

If this all sounds a bit overwhelming, don’t worry. Few people have the extensive experience to successfully deploy a CRM system by themselves. Still fewer are excited about expending the effort to get this experience. Fortunately, you don’t have to do it alone. You can reach out to CRM providers for assistance, engage experienced consultants…

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CRM Success Steps and Strategies - Part 10: Evolve

CRM Success Steps and Strategies – Part 10: Evolve

CRM isn’t a project or an implementation. It’s a fundamental change – and improvement – in how your firm manages its most important assets – its relationships. As a result, CRM deployments shouldn’t end – they should evolve. There will always be new problems to solve and new business to bring in. So be sure…

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CRM Success Steps and Strategies - Part 9: Dedicate Required Resources

CRM Success Steps and Strategies – Part 9: Dedicate Required Resources

Too often, firms are willing to spend money on a system but don’t budget for other essential resources. More important than the investment in the technology can be the time and human resources required for success. Dedicated CRM staffing is not only necessary, it is essential. Data Quality Must Be Managed For all firms, a…

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CRM Success Steps and Strategies - Part 8: Train Continuously

CRM Success Steps and Strategies – Part 8: Train Continuously

Even if you get everything else right, CRM won’t succeed without effective CRM training for all users. Customize Training for CRM User Groups It’s important to develop training plans and materials targeted to the needs of key groups. Assistants should attend classes customized to their work routines, while training for attorneys should focus on business processes, not…

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