CRM Success Tips Blog

Redefining CRM Success

Redefining CRM Success – Part 3: Winning the CRM-ERM Adoption Game with Communications & Training

Posted by and on
September 1, 2021
Category CRM ERM crm, ERM,
Do you want your professionals to use CRM to support their business development efforts? Provide some training to help them leverage CRM data, and show them the value and benefit they\'ll gain from it. Now that Enterprise Relationship Management (ERM) systems can be implemented to identify relationships and allow contact records to be created and updated in a CRM without additional work on the part of the professionals or their assistants, we have an added opportunity to redefine what a successful CRM implementation would look like. It seems like we have forever been defining CRM success in a Professional Services firm as adoption, aka the number of professionals who are “using” the
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Redefining CRM Success Part 2 Beyond Adoption

Redefining CRM Success – Part 2: Beyond Adoption

Posted by and on
August 18, 2021
Category CRM ERM crm, ERM,
Imagine removing your attorneys and their assistants from the CRM data input process and eliminating your “CRM adoption” roadblocks forever. That vision is now a reality – with ERM. Over the last few years, a new technology has emerged that has proven to be a game-changer: Enterprise Relationship Management (ERM) systems. ERMs were developed to harvest the vast quantity of meta-data available from email traffic to answer the simple question that CRM alone has failed to successfully answer, which also happens to be the cornerstone of marketing a professional services firm: who knows whom and how well? These ERM systems create relationship information between a contact and the lawyers in the firm
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Redefining CRM Success

Redefining CRM Success – Part 1

Posted by and on
August 11, 2021
Category CRM CRM adoption,
Getting professionals to input or manage contacts in CRM has always been a goal - and a real challenge. It’s time to reset those unrealistic expectations and redefine the concept of CRM success. As CRM Success Consultants, one of the questions we most frequently ask our clients is “What would successful CRM look like for your firm?” Asking stakeholders to define CRM success is an effective way to uncover current pain points and also helps to understand where they are currently versus where they want to be. We see many common threads in their answers, such as “fewer manual processes, “less reliance on spreadsheets,” “greater efficiency” and “better sharing of information.” But
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Busting Myths About Outsourcing CRM and Data Quality Support

Busting Myths About Outsourcing CRM and Data Quality Support

Posted by on
July 28, 2021
Category CRM Data Quality crm, data quality,
Outsourcing is a cost-effective solution for staffing CRM, eMarketing and Data Quality roles. But misconceptions about outsourcing can get in the way. This post separates the myths from the facts. Research indicates that up to 70% of CRM implementations fail to meet expectations. And poor data quality is one culprit, costing organizations millions, (or collectively, billions) in lost revenue and relationships each year. But what the research doesn\'t say is that the leading cause of failed CRM deployments is not the CRM technology. It’s adoption issues and change management challenges within your organization.  In other words, let’s stop blaming the tools and look at… The People Problem To fix the problems, you
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12 Reports to Boost CRM Adoption and ROI_Part 2

12 Reports to Boost CRM Adoption and ROI – Part 2

Posted by on
July 14, 2021
Category CRM
Regular reporting delivers the key information and value that CRM users expect. Add these reports to help build more support for CRM adoption and encourage contact data sharing in your organization. In our last post, we discussed contacts, companies and relationships reports. Reporting on activities, metrics, emails, subscriptions and other sign-ups will provide additional value for your team.  Activities Reports BD Activities: Most firms struggle to collect information from their professionals on their business development activities - who they are meeting and interacting with, whether for formal pitches or just a conversation over coffee. Circulating reports of the known activities can prompt additional submissions from professionals who realize that their meetings are not included in
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12 Reports Boost CRM Adoption and ROI

12 Reports to Boost CRM Adoption and ROI – Part 1

Posted by on
June 30, 2021
Category CRM
To improve CRM adoption and contact data sharing, regular reporting is a must. These reports will provide the key information and value that CRM users expect and also drive their interest and buy-in. For many professional services firms, finding ways to demonstrate CRM value and encourage adoption is a constant struggle. System usage is rarely mandated, which means the Marketing department is put in the difficult position of trying to convince individual professionals that there really is value in entering information into the CRM system themselves or getting their assistants or the Marketing/Business Development staff to help with the input. Too often this means that the Marketing and CRM teams are constantly
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Get a Grip on CRM Data Quality Part 2

Get a Grip on Your CRM Data: 7 Steps to Improve Data Quality – Part 2

Posted by on
June 16, 2021
Category CRM Data Quality
There is a simple methodology for achieving good data quality in your CRM system. By following these additional steps, you will improve your data and your marketing and business development outcomes. 4. Design for Simplicity Develop your CRM solution to ensure the consistency and completeness of your data. Help your users input good data by including features such as pre-defined drop-down menus, triggers to prevent the creation of duplicate records and completeness and validity checks that can be applied to ensure nothing is missed. Make it simple and you will save time and effort while building a base of clean, correct and complete data. 5. Track Data Performance  CRM data is often
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Get a Grip on CRM Data Quality

Get a Grip on Your CRM Data: 7 Steps to Improve Data Quality – Part 1

Posted by on
June 2, 2021
Category CRM Data Quality data quality,
Good data quality may seem like a lofty goal, because keeping CRM contact records clean and current requires some frequent heavy lifting. These seven steps can bring better data quality within reach. Data – Your Most Valuable Asset Almost every marketer knows that good CRM data helps to drive and deliver results and provides the actionable insights necessary to enhance client service and ultimately develop business. But without accurate or complete data, being able to provide an outstanding client experience or to market your services effectively can be a long, hard climb. To effectively develop new clients and keep current Clients, it’s essential to continually improve the quality of your data. The
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Data Privacy Top Tips for eMarketing and List Management

Top Tips for Effective eMarketing and List Management – Part 3: Data Privacy

Posted by and on
May 19, 2021
Category Data Privacy eMarketing Data Privacy, eMarketing,
When you engage in eMarketing and collect contact records, you comply with the data privacy laws, right? But does your team understand the regs and play by the rules? Now is a good time for a check-up as more U.S. states consider similar laws. Data Privacy The time to address compliance with data privacy regulations is now. Start by having conversations with your firm’s general counsel to define your data privacy compliance policy and procedures. There are a multitude of regulations in place around the world that your firm may want to consider when deciding what compliance will entail. The European Union’s General Data Protection Regulation (GDPR) is widely considered to be
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Top Tips for eMarketing and List Management

Top Tips for Effective eMarketing and List Management – Part 2

Posted by and on
May 5, 2021
Category eMarketing eMarketing,
Getting professionals to participate in eMarketing and list management requires that firm leaders demonstrate support and actively participate. Here are a few more suggestions to help engage your team. Leading by Example  Having the support of firm leadership is an essential element of eMarketing success. Internal communications should come from firm leaders who are supportive and who prioritize sharing contacts, assisting with list management and utilizing firm technology such as the CRM system, to encourage participation among the professionals. Regular follow-up communications with statistics on participation and list size should also be distributed to encourage ongoing participation. Remember, CRM and eMarketing list management never really “end.” The good news is that means
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