CRM Success Tips Blog

If you want to be successful in building Client relationships, the key to successful business development, there are two B’s that you need to forever banish when dealing with Clients. The first one is the word ‘busy.’  Be Careful Not...

If you think you are too busy for business development, then you may just need to be more focused. It’s easy to confuse activity with progress, but to be effective, you need to allocate your limited business development time wisely. Instead of spending...

So which Clients should you focus on developing business with? When in doubt, start with the ones who are writing you checks.  Typically more than 80% of business comes from current Clients, so start by strengthening and expanding relationships with them....

Securing a meeting - and ultimately developing business - with a prospective Client is easier when you bring something of value to the table. The challenge is that  value is unique to each individual, so to understand what a particular Client values,...

After you ask a Client or prospect a question, it is imperative that you listen actively. Active listening means devoting your full attention to what the Client says without interruption. Just a hint, you cannot listen actively while thinking about...

Nobody wants to be pitched – especially not potential Clients. Instead, Clients want to be heard. They want to work with attorneys who take the time to listen to them in order to understand their business and their issues. These...

Because trying to process all of the information about CRM success can sometimes seem overwhelming, it can be helpful to keep a few things in mind: 1.    Don’t try to do everything. CRM can do a thousand things… that doesn't mean that it should....

Here is some tough news: the world is full of smart lawyers from great firms who went to top schools and who have all kinds of honors. Being smart and qualified will no longer differentiate you. In fact, almost anyone...