The holidays are long over and the scramble to send out holiday mailings seems like ancient history. But don’t close the book yet! How successful was your mailing? One measure of success – or failure – is your bounce rate.
A common complaint is missing pieces of CRM contact data. This significantly reduces the value of the system for users and hinders CRM adoption. Let’s face it, it’s challenging enough to get people to actually use the system. When they finally do decide to go looking for information and can’t find it,
When some larger firms with sophisticated marketing departments began to realize the limitations of spreadsheets years ago, they started looking for alternatives. But because the profession had not been focused on sophisticated business development tracking or technology in the past,
This is where real pipeline software can help to take a law firm’s business development to the next level. A true business development pipeline allows opportunities to be entered and linked to related people and companies. Pipelines also allow for entry of additional information such as activities related to an opportunity,
At its most basic, a pipeline is simply a way to track and report on business development efforts. Initially, when law firms began tracking business development opportunities, the original tool of choice was Excel. Even at some of the largest firms,
Too often, firms are willing to spend money on a system but don’t budget for other essential resources. More important than the investment in the technology can be the time and human resources required for success. Dedicated CRM staffing is not only necessary,
Categories are frequently used to break your CRM database into more manageable groups or classifications or to target or segment your contacts. There are many reasons – and variety of ways – to categorize your CRM contacts:
They Love Me
One of the most frequently used categories is ‘clients’.
When you are trying to target key groups, it can also be beneficial to categorize your CRM contacts by firm practice area or group. This type of category can be helpful if you want to enhance communications with Clients of a certain practice or if you want to focus on cross selling between practices.
So what do you do if you feel like you are drowning in CRM data quality problems and you just can’t seem to get help from within your firm – or if you don’t have months to spend manually cleaning and deduplicating your data?
While the bad news is that data quality depression may seem to be an epidemic, the good news is that it is treatable – and it’s rarely contagious. The treatments vary depending on the symptoms and the causes.
Data quality depression has been described as an emotional state characterized by feelings of sadness, despair, and discouragement – often accompanied by a strong desire to bang your head against the wall… repeatedly. For your mental health,
As firms grow, both in numbers of attorneys and dispersed offices, the ability to identify and leverage connections becomes increasingly important – and more difficult. In addition, now more than ever, firms are being compelled to respond to a deluge of RFPs and are more often proactively pitching for new business.