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Brad Miller | Blank Rome LLP Scott Winter | LexisNexis InterAction The CRM Identity Crisis #ILTAG107

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Page 1: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

Brad Miller | Blank Rome LLP

Scott Winter | LexisNexis InterAction

The CRM Identity Crisis

#ILTAG107

Page 2: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

CAN CRM

DELIVER?

Page 3: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

NOT YOUR TYPICAL CRM DISCUSSION

CRM can

– be easy

Page 4: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

IS THERE VALUE IN KNOWING

AN ACTIVITY TOOK PLACE?

A. 100%

B. 75%

C. 50%

D. 25%

E. 0%

Page 5: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

Live Content Slide

When playing as a slideshow, this slide will display live content

Poll: Is there value in knowing an activity took

place?

Page 6: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

CRM CAN BE EASY

• Cisco

• Avaya

• Polycom

Page 7: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

WHAT YOU NEED

• Unique identifier for lawyers:

– Telephone extension

• Incoming vs. Outgoing

• Duration: 1+ minutes?

• Unique identifier for clients:

– Calling out: We can always drop the 8

– Same number for a company?

Page 8: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

NOT YOUR TYPICAL CRM DISCUSSION

CRM can

– be easy

– enhance efforts

Page 9: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

DO YOU KNOW HOW MANY OPPORTUNITIES

ARE IN YOUR FIRM’S PIPELINE?

A. Yes

B. No

Page 10: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

Live Content Slide

When playing as a slideshow, this slide will display live content

Poll: Do you know how many opportunities are

in your firm's pipeline?

Page 11: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,
Page 12: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,
Page 13: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,
Page 14: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,
Page 15: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

NOT YOUR TYPICAL CRM DISCUSSION

CRM can

– be easy

– enhance efforts

– engage

Page 16: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

WHAT PERCENTAGE OF YOUR LAWYERS ARE

ACTIVELY ENGAGED WITH YOUR CRM SYSTEM?

A. 100%

B. 75%

C. 50%

D. 25%

E. 0%

Page 17: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

Live Content Slide

When playing as a slideshow, this slide will display live content

Poll: What percentage of your lawyers are

actively engaged with your CRM system?

Page 18: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,
Page 19: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,
Page 20: The CRM Identity Crisis · Client recalled opportunity Lost on 336 reported LIS RFP and Pitch Report 1015 Year-End Declined Clients and New Client January l, 2015 — December 31,

[email protected]

[email protected]

THANK YOU!

#ILTAG107


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