Unsurprisingly, one of the most popular downloads on the ContactEase website is a case study on boosting revenue with CRM. One of the easiest ways to determine the success of a platform is to look at a firm’s return on investment (or ROI), but what may be considered a huge success for one firm may seem insignificant to another. This is why it’s important to go into any implementation with a clear strategy. What may seem like obvious metrics in the beginning may not be as important a few years in. Taking time to revisit what ROI looks like for your firm is a good way to keep your CRM strategy fresh and moving forward.
Many firms begin looking for a new solution because an existing one has failed to meet expectations. And while ContactEase features an industry-leading adoption rate, we’ll be the first to tell you that the platform is second to a firm’s people and processes. Without an emphasis on either of these areas, your CRM strategy will fall flat.
CRM is for Everyone
One of the biggest challenges when it comes to CRM is overcoming some lawyers’ insistence that the system is simply a marketing tool Of course it is, but it can be so much more. Often lawyers won’t make CRM a priority until it affects them directly. For example, one firm came to us after a client received an important notification in their personal email after the relationship partner was asked not to send anything to that address. One tersely worded email from the client was all it took to get the lawyer on board.
Your Firm’s Needs
Before one mid-size firm implemented CRM, they had several contact “databases” (mostly spreadsheets) and thousands of paper cards (in a Rolodex — the original CRM?). As you might imagine, this caused a lot of problems (and a lot of work) for the marketing team. Not only were contacts receiving multiple mailings some weren’t receiving them at all. Hence one of the goals for this implementation was a centralized location for all firm marketing contacts. To some firms this might seem like a simple goal, but for many firms this is everything.
Automate and Increase Efficiencies
An effective CRM also allows firms to streamline communications. Before CRM, many firms spend days if not weeks preparing to send communications. With CRM and integrations with marketing automation tools like Constant Contact, HubSpot, and Vuture firms know they have the most recent contact information available. No, CRM can’t help your lawyers write faster, but it can help ensure you get your client alerts to the right people at the right time.
A successful CRM implementation can pay for itself many times over, but it’s important to to look at more than the bottom line.