xRM4Legal 2014

Growth

Increased revenue

Increased competitiveness

Enable lawyers to grow careers

Build book of business

• Keep your best clients / stop them jumping ship to your competitors

• Transform your top clients into loyal clients

• Help your clients think forward – enable your practice groups and lawyers to stay a step ahead of your clients

• Client Lifecycle Development – find the right clients, treat them right, grow them into loyal, long-term clients

• Capitalize on Alumni – grow relationships, open doors, increase referrals

• Capture a market segment – or beat the competition to a new market segment. Be there first to be best known

• Increase the client pool – don’t be dependent on two or three big clients (or two or three biggest practice groups / “rainmakers”)

• Deliver outstanding client service – be the best and known for it

• First to know (e.g. Lobbying firms)

For many firms increasing client loyalty and increasing your pool

of best clients is a very viable CRM objective

80:20 rule – 20% of the firms clients account for 80% of firm’s

revenue

CRM requirement: 1st year grow 20% to 20.5%

• Extended firm / market intelligence

• Delivers pipeline, budget and forecast dashboards

WHAT IS IT?

• Create long-term value, not by today’s revenue but RFM –

Recency, Frequency, Monetary

ALLOWS USERS TO

• Drive firm-wide client insights to generate new

revenue / fees / retainers

• More precisely identify and target key clients / prospects

FIRM BENEFITS

• Rapidly configure views and searches of Microsoft

xRM4Legal data

• Expose this data to firm-wide access and review

WHAT IS IT?

• Understand practice, areas of law, industry, geography,

hot, cold, current trends, emerging opportunities

ALLOWS USERS TO

• Configure audience-specific engagements and client

events / subscriptions with CRM data

• Access information, deliver to those who need it

FIRM BENEFITS

Drive a role-tailored subscription experience for

your customers

• Integration with social and business network media and

websites for up-to-date access to company and contact

details

WHAT IS IT?

• Be automatically alerted to contact job and role changes;

client company ownership, revenue, employees, contact

details and more

ALLOWS USERS TO

• Automatic CRM updates. Deliver the latest information to

users that enables immediate client action and response

FIRM BENEFITS

Client’s business

Corporate family tree

Competitors

Industry

Competitive intelligence – other firms

News – legal, business, market, industry, personal

Trends

People (who’s in, who’s out)

Referrals

Take you to new employer

Relationship networks

Social and business networks

Matters, outcomes, lawyers

Responsiveness to your firm (mailings, events etc.)

• Corporate matter and knowledge base with law firm

specific productivity customizations

WHAT IS IT?

• Ensure enough lawyers in your firm know clients so well,

and in such depth, that you never need to be taught their

business

ALLOWS USERS TO

• Institutional knowledge of clients pushes their switching

costs too high; they become “clients for life”

FIRM BENEFITS

• Enriched reporting in Microsoft xRM4Legal – one pagers /

taxi packs, dashboards, online / real time

WHAT IS IT?

• Quickly classify deal flow as High, Low or Commit

• Track revenue budget for nominated periods

• Generate forecast reports

ALLOWS USERS TO

• Deliver flexible yet SIMPLE deal pipeline reporting and

forecasting for partners, lawyers and staff – for revenues,

resources required, practice groups affected

FIRM BENEFITS

Traditional legal CRM solutions

Things lawyers actually use

xRM4Legal

What BD / marketing need

1. CRM education

2. Align and prioritize business and practice objectives

3. Validate the firm’s business objective against the firm’s real client

strategy

4. CRM readiness

5. Project name

6. Project champion

7. Roll CRM out, one group at a time – build CRM on success stories

8. Capitalize on external intelligence resources

9. Automation

10. Technology

Schedule a demo – 30 minutes

Organize a “proof of concept” – 1 week to 1 month

Run a pilot – marketing/BD including light-house

practice group

Rollout firm-wide – targeting wider audience of

professional and support staff

Contact

www.xRM4Legal.com

DBlumentals@xRM4Legal.com