11:30 am — 1:00 pm

LMA Southeast- South Florida Local Group
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Pipeline to Business Development Success

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Plan to join Chris Fritsch of CLIENTSFirst Consulting for Pipeline to Business Development Success.

What gets measured gets done. This can certainly be said about “non-billable” activities in law firms. Busy lawyers are tasked with competing demands for their very valuable – and very limited – time. And for lawyers, time is money – literally – so anything that takes away from client billing often ends up being put off until attorneys have time, which sometimes means indefinitely.

But recently as competition for work has increased and pricing pressure has become more intense, law firms are finally being forced to focus on the one non-billable activity that makes all the other billable activities possible: business development. They are also learning that successful business development takes time.

So it’s not surprising that attorneys are now searching for technology to make this process less time-consuming and more effective. One type of technology that can help enhance law firm business development efforts has actually been ubiquitous in other industries for years: the business development pipeline. (They call it sales, but let’s not split hairs.)

This presentation will explore various technologies – some advanced and some basic – that law firms can utilize to track and enhance business development. (Because in the end, the results are as important as the technology, right?) We’ll also touch on the key investments that law firms need to make to achieve business development success: good business development and marketing professionals to support the process.

Additionally, we will go beyond the technology to discuss the challenges that firms have to overcome (aka the people and process issues) to make business development tracking successful including:
• Developing a culture of sharing
• Fostering accountability
• Encouraging collaboration and teamwork
• Rewarding results

Audience takeaways

This presentation will provide an overview of business development tracking and pipeline management processes and technology in law firms and a discussion of some of the most common challenges – and effective strategies for overcoming them. Participants will also engage in an interactive discussion and exchange of ideas focusing on a variety of relevant topics and best practices for success including:
• Choosing the right business development pipeline technology
• Utilizing pipeline technology strategically
• Making the ancillary (but essential) investments including time, money and people
• Mining and leveraging relationships
• Integrating systems and data sources to enhance value

Questions about this event? Contact LMA South Florida 2019 Chair
Aleesha Khan | Co-Founder & Consultant, Compass Legal Marketing