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CRM as a Strategy: Moving Beyond Technology to Effectively Develop, Retain and Expand Relationships and Revenue

June 10, 2019 @ 4:30 pm - 6:30 pm

In today’s competitive marketplace, law firm needs have evolved – and so has the technology required to support those requirements. Long past are the days when firms wanted technology to simply manage contacts, mailings and events. While those may still be core needs, most firms now have additional and often more pressing priorities to develop business, price effectively and work efficiently. As this Client Relationship Management (CRM) evolution takes place, it’s time to stop focusing on technology and instead need to view relationship management as a strategy that helps firms achieve their goals for growth and improved client service and retention.

Implementing a relationship strategy requires a focus on people, processes and problems first and technology products second. It’s also essential to make sure your firm has the right marketing technology stack – and staff – to better serve existing clients and win new ones. To effectively develop, retain and expand business, attorneys will need to be able to rely on a compilation of data including what work has been done for clients, who has done that work and where the best opportunities may be for future work. Most importantly, they need a well-defined plan to act on those insights.

In this panel, we’ll discuss what goes into crafting a successful Client Relationship Management strategy as well as the tools needed to more efficiently and effectively serve clients and leverage data to find new opportunities for expanded engagement across practices, industries, and regions.

Guest speakers:

  • Chris Fritsch, President, Client Success Consultant, CLIENTSFirst Consulting
  • Stephanie Bishop, Business Intelligence Manager, Hunton Andrews Kurth LLP
  • Cindy Thurston Bare, VP of Consulting, Foundation Software

Complimentary to LMA Senior Leaders’ SIG Members. Register here.

Details

Date:
June 10, 2019
Time:
4:30 pm - 6:30 pm
Website:
https://bit.ly/2W0UChi

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