CRM Success by the Numbers – Part 2: Let Me Count the Ways – and Dollars
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
December 14, 2011
Category Business Development CRM So what kind of numbers or CRM metrics might make sense? Ideally, you want to find ones that are particularly relevant to the attorneys and the firm. Often these will be numbers that are frequently preceded by a dollar sign...
Winning the Business Development Battle Part 14: The Enemy
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
December 6, 2011
Category Business Development While it’s easy to portray business development as a battle – with the Clients as targets to be won over and your competition as the enemy standing in the way, this is a simplistic outlook. In reality, sometimes the enemy...
CRM Success by the Numbers – Part 1: As Easy as 1, 2, 3
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
December 1, 2011
Category CRM When people who are tasked with responsibilities for CRM systems are asked to define success, many words come to mind -- words like challenging, demanding, difficult, stressful, time-consuming… painful, impossible, unattainable… changing jobs, retiring, quitting, outa here... It can be...
Winning the Business Development Battle Part 13: The General
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
November 9, 2011
Category Business Development While there are many people who can aid and assist your troops in their business development (BD) battles, it is imperative to have the support of strong and effective 'generals'. This is why it is crucial that the managing partners, chairmen...
An Apple a Day Keeps CRM Failure Away Part 6 – A Second Bite at the Apple
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
November 2, 2011
Category Business Development CRM Strategy Success If at first you don't succeed at CRM... so then what? Should you just give up? Throw in the proverbial technology towel? Admit defeat and go look for a job doing something easier - like maybe becoming a lion tamer...
Winning the Business Development Battle Part 12: Counterintelligence
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
October 25, 2011
Category Business Development Business development battles cannot be won without dedicated and motivated troops. But motivating attorneys to develop business can sometimes be challenging. Many attorneys went to law school specifically because they didn’t want to ‘sell.’ Just the mention of selling can...
An Apple a Day Keeps CRM Failure Away Part 5 – Slicing the Apple
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
October 18, 2011
Category Business Development CRM Success When it comes to CRM success, there is no one-size-fits-all solution. There are, however, some almost universal ways to fail. Trying to roll out the software to everyone in the firm all at once is one good way. Trying to...
Winning the Business Development Battle Part 11: Purple Hearts
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
October 12, 2011
Category Business Development Alas, you are not going to win every business development battle. It can be daunting to put yourself out there in the field, face-to-face with Clients and prospects, who may either accept or reject your advances. While most of them...
An Apple a Day Keeps CRM Failure Away Part 4 – The Golden Apple
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
October 5, 2011
Category Business Development CRM Arguably, the most important thing a CRM system can help a law firm with is business development – attracting and retaining top Clients. This is the reason a lot of firms invest in CRM systems in the first place. Actually,...
Winning the Business Development Battle Part 10: Air Cover
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
September 28, 2011
Category Business Development No matter how great an army of seasoned business development veterans you may have at your firm, they will always be more effective when they have reinforcements. In the law firm, the group that is tasked with backing up the...
