get a smartstart: software to grow your law firm
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Your PresentersChristian [email protected] SmithVP of Sales [email protected] Sarah Friedlander GarciaDirector of Marketing [email protected]
AgendaWhat is CRM?About W-SystemsCRM Implementation challenges for law firmsThe SmartStart approach to implement business development best practices in a law firmThe Sugar CRM PlatformThe Four Pillars of CRMEmail Relationship ManagementDocument AutomationSmartStart Deployment & PricingROI Calculator
SugarCRM #1 Worldwide PartnerFocus on CRM and Marketing Automation since 1996 1,000 CRM Deployments over 20 yearsExperience with small, mid-size and large law firmsAbout W-Systems
What is CRM?Customer Relationship ManagementAny process that involves acquiring or maintaining a clientCentral repository for all client and prospect detail (360-Degree View)Central repository for all client interactions and communications
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CRM Implementation ChallengesNo defined processes or best practices for business development and marketingAttorneys dont think of themselves as sales peopleCostly requirements for discovery and implementationInsufficient user adoption planning
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The SmartStart ApproachCreate a solid foundation to provide for systematic and scalable growthFocus on highest value business processes that will deliver a return on investmentUtilize strategies proven over 20 years and hundreds of CRM deploymentsCustomize process terminology to reflect your firms cultureExecute a tested and established user adoption plan with live and on-demand trainingAccess to monthly coaching sessions
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Sugar is the most innovative, flexible and affordable CRM systems on the market today.Sugar has over 1.5 million users worldwide Proven product for law firms small and largeWon PC Magazines Readers Choice CRM System in 2015 and 2016Sugar allows you to work where you work with desktop and mobile apps
The Sugar Platform
Four Pillars of CRMKey processes to start with:New Business Prospecting
Matter Pipeline Management
Client Management
Interaction Management
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Lead ManagementNew Business ProspectingClient Qualification
Metrics on Prospective Client VolumeMetrics on Prospective Client Development
New Business Prospecting in Sugar
New Business Prospecting in Sugar
New Business Prospecting in Sugar
Referral Management in Sugar
Track matters through sales stagesTrack all proposed details and termsProduce detailed forecast reportsProduce sales pipeline analytics
Matter Pipeline
This is the insight that you will have:Matter Revenue Pipeline
Matter Revenue Pipeline
Matter Revenue Pipeline
Protect your client base, your clients are your competitors prospectsEnsure that existing clients get the appropriate amount of attentionOrganize clients into groups and manage the number of days between interactionsCross market products and servicesClient Management
Client Management
Client Management
Interactions leads to new business and client retentionProvide an easy method of logging interactions with clientsShare interactions between team members as they happenCapture metrics on the volume and quality of calls, meetings, emails and general notesInteraction Management
Interaction Management
Interaction Management
Interaction Management: Outlook
Email Relationship Management
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Email Relationship Management
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Document Automation
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Document Automation
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SmartStart DeploymentScheduled Interview to gather your firms terminology and cultureConfigure CRM to reflect the results of the interview sessionReview configured instance with your team and adjust based on feedbackTemplated data Import of clients and contactsPrepare and train system usersMonitor go liveProvide ongoing support and training
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ROI CalculatorCRM provides ROI by:Improving conversion ratesIncreased client and matter acquisitions through setting and monitoring goalsImproved matter conversion rate by providing process visibilityCompressing business development cycle timeReduce errors by providing process visibility and accountabilityReduce the time required by staff to perform processes and to access information
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ROI CalculatorCurrentImprovement SmartStart CRMSituationTargetImplemented Number of CRM Users1010 Monthly number of prospects per user ( 1year average)205%21 Total Prospects added per month200210 Prospect to Opportunity Conversion Rate20%2%22% Monthly Number of Opportunities Created from Prospects4046 Average Revenue per Opportunity $7,500 0% $7,500 Monthly Added Opportunity Pipeline Revenue $300,000 $346,500 Opportunity Win Rate20%2%22% Monthly Revenue of Won Opportunities $60,000 $76,230 Gross Margin25.0%0%25.00% Monthly Gross Margin of Won Opportunities $15,000 $19,058 Ramp Up Months 2 Initial Investment $9,300 Monthly ROI $4,058 First Year ROI $ $40,575 Months to full ROI 4.3 One Year ROI $ 436%
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PollWould you like us to calculate your Return On Investment (ROI)?
Questions and Answers
Contact InformationChristian WettreW-Systems Corp. [email protected] event is being recorded. The recording will be posted on the W-Systems SugarCRM blog 24-48 hours post webinar, and a link will be sent out to all registrants.Dennis SmithW-Systems Corp. [email protected] Sarah Friedlander GarciaW-Systems Corp. [email protected]