Business Development Mistake #3 – Lack of Preparation
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
May 18, 2010
Category Business Development Clients want to work with lawyers who understand their business and industry. No good lawyer walks into a courtroom or deal room unprepared. Likewise there is no excuse for failure to adequately prepare for business development. Failing to properly research...
Achieving CRM Success – What Should It Do?
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
May 17, 2010
Category CRM Marketing Successfully selecting – and deploying – a CRM system requires separating the ‘must have’ functionality from the ‘bells and whistles.’ When evaluating systems and providers, it can be helpful to keep in mind that bells and whistles can be essential…...
Business Development Mistake #2 – Confusing Marketing with Business Development
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
May 10, 2010
Category Business Development While the lines may sometimes seem blurred between these two vital revenue generating activities, there is an important distinction. Marketing encompasses the strategies and tactics designed to help create or define needs. It can include the creation of various channels...
Achieving CRM Success – Where Will It Live?
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
May 7, 2010
Category CRM Hosting is also a crucial element to consider in CRM selection. The preferred business model of many CRM providers outside the industry almost always involves hosting the system and data ‘in the cloud.’ This is a fluffy euphemism for on...
Business Development Mistake #1 – Confusing Sales with Business Development
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
May 4, 2010
Category Business Development 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...
Achieving CRM Success – What Will It Cost?
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
April 30, 2010
Category CRM 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...
Crafting Your Personal Value Proposition
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
April 27, 2010
Category Uncategorized 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...
Achieving CRM Success – What Is Essential
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
April 21, 2010
Category CRM Once you have finished with your internal needs assessment, you are ready to consider solutions. One of the CRM ‘must haves’ for law firms is seamless CRM integration with Outlook. Let’s face it, attorneys are busy. These people are balancing...
Welcome to Growing Relationships
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
April 21, 2010
Category Uncategorized 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...
Putting the ‘Be’ in B.D
Posted by Christina R. Fritsch JD, Founder and CRM Success Consultant on
December 18, 2009
Category Uncategorized 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...
