CRM Success Tips Blog

Many lawyers bristle at the thought of ‘selling’ their services. In fact, one of the reasons many lawyers went to law school was that they didn\'t want to be in a business that required ‘sales.’ The bad news is that there is no such business. The good news is that lawyers don’t have to ‘sell’ to effectively development business. Great business developers understand that they are really in the Client service and success business. To succeed at business development, simply remember this: A sale is just a pleasant by-product of helping your Clients succeed. Be in the Client success business. 

We are fortunate to have a number of knowledgeable CRM providers with specific professional services industry expertise. All the companies understand both the profession and the business of law and have excellent products and technology created and customized specifically to succeed in a law firm environment. Unlike non-legal CRM providers whose products may ‘sync’ with Outlook in order to move Outlook contacts into a separate system, these products truly integrate. For the attorney, this means accessing the core functionalities of CRM without leaving the Outlook environment. It also means that only moderate training will be required and there will be few changes to their business processes. Despite some perceptions to the contrary,

Sometimes called an ‘elevator pitch,’ your Personal Value Proposition, or PVP, should summarize and synthesize the value you provide to Clients and potential Clients. Without providing value, business development can be challenging - and will be based mainly on hope or luck, neither of which is a good strategy. The reason that value is so important is that, in most cases, people don’t make a decision or choice because they want to. They do so because they need to. There is some pressing concern or challenge that they must address – or there will be consequences. These consequences are the costs associated with not making the choice or decision, also known as

Welcome to Growing Relationships, a blog on Client Relationship Management – or CRM – Success from Chris Fritsch at ClientsFirst Consulting. At ClientsFirst, everything we do focuses on relationships - including this blog, which is dedicated to Growing Relationships through business development, technology and Client service. The goal of the blog will be to provide and share ideas, information and best practices to help build, enhance and leverage the relationships that are crucial to business development and CRM Success. Feel free to visit anytime to see what we\'re saying - and to contribute to the conversations. You can also subscribe to our Growing Relationships Success Tips to receive blog updates via e-mail

Despite what many lawyers believe – or have been led to believe, business development is not an art. It’s a learnable, repeatable business process. Ultimately, if you simply focus on putting the Clients first and helping them to succeed, it will improve your chances of developing business significantly. Here are a few suggestions for ‘be’-coming a more effective business developer. 1) Be committed. Make business development a habit. Make it a priority to spend a little time each day learning about the Client’s business and industry and a little time each week focusing on building relationships with current and prospective Clients. 2) Be knowledgeable. Make an effort to understand and appreciate the

Great salespeople are in the customer success business, and a sale is just the pleasant byproduct of helping your clients succeed. This is great news for attorneys who bristle at the thought of ‘selling.’ It’s also one of the core concepts in Julie Thomas’ book, “ValueSelling: Driving Up Sales One Conversation At A Time.” Clients today aren’t looking for smart lawyers or even superior legal services – they are looking for value. As the business climate has changed, clients have access to more information and alternatives than ever before. They can do business with your competitors, bring work in-house - or even do nothing at all. To really excel in Business Development,