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October 2018

11:30 am — 1:00 pm

LMA Southeast – Pipeline to Business Development Success

Chris Fritsch of CLIENTSFirst Consulting will explore various technologies – some advanced and some basic – that law firms can utilize to track and enhance business development. Chris will 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.

Chris will also discuss the challenges firms must 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

Participants will take away best practices for:

• Choosing the right business development pipeline technology
• Utilizing pipeline technology strategically
• Making the ancillary (but essential) investments including time,

November 2018

3:00 pm — 3:30 pm
@ Washington DC

LMA Mid Atlantic – CRM: From Selection to Success

The good news is that CRM Success IS possible – and the changes in technology are making it easier to get real value and ROI from this technology. But to achieve success, firms need to understand that CRM is not a project or an initiative, but rather a fundamental change in how a firm manages their most important assets: their relationships. This also means CRM never ends!

CRM has a life of its own, and we need to understand how to get value during the entire CRM lifecycle – from selection to success. During this roundtable discussion led by Chris Fritsch,

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