Pipeline to Success – Part 1: Law Firms Finally Embracing CRM for Business Development Tracking

What gets measured gets done. This can certainly be said about “non-billable” activities in law firms. For anyone familiar with attorneys, this is not surprising. Busy lawyers are tasked with competing demands for their very valuable – and very limited – time. And for lawyers, time is money – literally. So when there is client work to be done, anything that takes away from billing often ends up being put off until they have time – which sometimes means indefinitely.

Business development pipeline

Business Development Pipeline Saves Time

But as competition for work has increased recently, law firms are finally being forced to focus on the one non-billable activity that makes all the other billable activities possible: business development. As a result, attorneys have learned that successful business development takes time. So, not surprisingly, they 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 (of course, most other industries call it a sales pipeline, but let’s not split hairs)….