TLDR: Want to know how law firms approach holiday cards? Please click here to take our annual holiday card survey. Share what your firm got right this year and submit your holiday card horror stories for a chance to win!
Integrations like time and billing and marketing automation, allow firms to take their CRM strategy beyond who knows whom to who knows them best while saving time, improving communication, and enhancing the client experience. We love to hear from clients using ContactEase to advance their marketing strategy and win new business – and we do, almost every day!
Yes, CRM can do so much now. Yet every holiday season we see an increase in questions on the basics of contact management and holiday card best practices. That’s why we want to hear from you. Tell us how your firm approached this holiday card season. Share your accomplishments and submit your holiday card horror story for a chance to win a prize.
Communicating with your firm’s contacts has never been more important. In this webinar, you’ll hear from Jill Rinne, Marketing Director at Larson LLP and Lindsay Vendegnia, Marketing Manager at Moye White — two law firm marketers using CRM to advance marketing, strengthen relationships, and help their firms win more business.
What We’ll Discuss:
How they identified the need for CRM
The problems they were trying to solve
How they made the business case for CRM (and why they selected ContactEase)
Lessons learned and advice for fellow marketers
And of course, we’ll leave time for questions. Anything you ever wanted to know about CRM? Here’s your chance to ask! Feel free to submit them in advance when you register.
Can’t join us live? Register anyway and we’ll send you the recording.
Jil Rinne’s enthusiasm for branding and persuasive messaging combined with her insight into the legal industry and a keen understanding of how lawyers think, work, and communicate allows her to create effective and compelling stories about the people behind the firm. Prior to joining Larson LLP, Jil managed the marketing and communications department at a litigation boutique in Los Angeles and worked at two Am Law 100 firms in Boston. She is a member of the Legal Marketing Association and co-chair of the Homelessness Working Group for the Law Firm Antiracism Alliance.
Lindsay Vendegnia uses her passion for marketing, communications, and business developmentto develop new tactics to support emerging and developing practice areas and work with her team to create and implement the strategic efforts of her firm’s practice groups. Prior to joining Moye White, she acted as the Client Services Director of JC Denver Home Team and the Program Communications Director at the Parkinson Association of the Rockies. Lindsay is a graduate of the University of Oklahoma and is pursuing her Master’s in Marketing from the University of Colorado at Denver.
ContactEase is CRM Made Easy for lawyers. With an industry-leading adoption rate, ContactEase CRM ensures your important firm contacts receive the right communications at the right time. In addition to its easy-to-use CRM platform, ContactEase offers an integrated suite of products from marketing automation to financial system integration and enterprise relationship management to strengthen relationships and help firms win more business. Learn more at contactease.com.
Many experts say that September is the other January, a great time to start fresh, set goals and make changes. Is it because we’re sending the kids back to school or is it the pumpkin spice? No matter the reason, there is definitely something about September that makes some us want to focus and tackle new challenges. If you’re looking to improve business development at your firm, tracking activities in your CRM is an effective place to start.
Tracking activities in your CRM allows you to maintain a centralized location of all the firm’s business development and marketing activities and touchpoints. Why is this important? Your lawyers are busy. Tracking their activities moves important business development information out of spreadsheets or their inboxes and provides you with the ability to measure and report on your firm’s active opportunities. Here are just a sampling of the benefits firms can realize when they track activities:
Coordinating pitch efforts (know who is talking to potential clients)
Identifying cross-selling opportunities
Creating reminders for lawyers so they can keep opportunities moving forward
Easily reporting on firmwide BD efforts, including activity opportunities and win rates
Eliminating the need to follow up with multiple contacts across the firm to get information
Providing lawyers with clear priorities and a focused list of targets to pursue
Sharing regular reports with practice groups and firm stakeholders
Identifying firmwide and industry trends
Reporting on progress toward yearly goals
If you’re ready to start moving your firm’s business development forward, tracking is a great place to start. A successful initiative starts with buy-in from your firm’s key stakeholders and it continues with consistent, correct data entry. Think about what you need to know to help your firm’s lawyers achieve their goals.
Do you remember learning the 5 Ws (and H) of storytelling in school? Think about tracking as the story of your firm’s relationships:
Who are your lawyers talking to?
Where did they meet them? How?
What did they do or talk about?
Why are they talking to them?
When should they follow up?
If you want to know more about how to start a tracking initiative at your firm, contact the CRM experts at ContactEase. We work with firms of all sizes that are using CRM tracking to move projects forward, improve internal processes and win more business.
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.
With most conferences moving to virtual experiences for time time being, it’s likely you’ve already attended one if not several. For many, moving in person events to an online platform made them more accessible and more affordable.
It’s no secret that many of us are experiencing virtual meeting fatigue. However, virtual conferences continue to provide a great opportunity for engagement and education from the comfort of offices (wherever those may be located these days). In 2020, many conference organizers held successful virtual events and even managed to capture some of the networking magic we thought could only happen in person. The LMA Annual Conference hosted a talent show where members performed and at ILTACON volunteers hosted walks around their towns, virtual tastings, and even some stand up comedy.
If you’re attending LMA Tech West this week, consider some of the following to make the most of your conference experience:
Log on early to familiarize yourself with the conference platform. The LMA Tech West Conference is utilizing Pheedloop which is an all-in-one platform to provide opportunities to participate in sessions and networking, too. Visit the exhibit hall, talk to vendors and other attendees and get the lay of the virtual land.
Block off the time on your calendar. If your firm allows it, think about adding an out of office message to let your colleagues know you’ll be attending and that your responses may be delayed.
Review the agenda to identify the can’t-miss sessions. Many virtual conferences provide attendees with access to post-conference recordings and LMA Tech West is no different. One of the unique features of an online conference is the opportunity to engage with session through chat – something you can’t take advantage of in a recording. If your schedule doesn’t allow you to attend every session, think about flagging those you’re really interested in and make a point to attend to ask questions during the live session.
Engage! If you’re active on Twitter or other social media, use the conference hashtags to share your thoughts and engage with other attendees and the speakers. Think about sharing your favorite takeaways.
Network! Most conferences have built-in chat capabilities. As a vendor, we love it when people stop by to say hello. It’s okay if you’re not in the market for CRM. Stop by and ask questions. Let us know how the conference is going for you.
Talk to the speakers. At LMA events, most of these speakers are your legal marketing peers. They’ve put a lot of effort into their presentations. Let them know what you’ve learned and your key takeaways. This is a great opportunity to ask follow-up questions if you didn’t get a chance during the session, too.
Don’t keep what you’ve learned to yourself! Think about sharing your thoughts on LinkedIn or in an LMA blog. Make sure that your firm knows the value you found in the conference and how you plan to use what you’ve learned.