A slide deck from a joint lunch & learn by Manzama and HighQ covering the topic of Capitalising on current awareness with a law firm environment. It was a very informal session based on thought leadership and discussion rather than sales and product demonstrations. Interesting to hear from the group about the importance of converting large volumes of information beyond just knowledge and to provide insight and the discussion around the different value propositions for current awareness.

1. Capitalising on current awareness
Lunch & learn hosted by Allen & Overy
12th June 2013, London

2. Introduction
Mark Hinkle
President/COO, Manzama
Ben Wightwick
Lead Consultant, HighQ
Photo by Ben Wightwick

3. Manzama
Global client base
‣ Offices in US & soon to be in theUK
‣ 85+ Clients worldwide
‣ Exclusively Legal sector to date
‣ Over half of the top 25 global firms

4. HighQ
Global client base
‣ Offices in UK, Europe, US, Australia, India
‣ 90+ Clients worldwide
‣ Legal, financial, government sectors
‣ 18 of the top 20 UK law firms

5. What is current awareness?
Photo by Ben Wightwick

6. Trends
Photo by Kevin Dooley
‣ The right content in context
‣ Increased client focus
‣ Increased client control
‣ Activity, reach, engagement
‣ User experience
‣ Focus on value

7. What do your clients want?
I value firms that hear my problem,
understand my business and are responsive.
“
”Ms Teri Plummer McClure
SVP of Legal Compliance - UPS

8. What do your clients want?
We tend to hire firms that... are
proactively thinking about our issues,
not just when they are on the phone.
“
”Mr Stephen Falk
Executive VP & General Counsel - Cardinal Health

9. What do your clients want?
One of the things I value most in firms
that provide service to us is the
partnership we develop.
“
”Mr Edward O’Keefe
General Counsel - Bank of America Corp

10. My lawyers are too reactive in their approach
What we hear?
My lawyers don’t understand my business
“My lawyers don’t understand my industry
Not another system

11. The information problem
‣ Email
‣ Intranet
‣ Info providers
‣ Newspapers
‣ Journals
‣ etc.

12. The connection problem
Traditionally, many lawyers have not been
effective at sales. In part, it is because lawyers
place a premium on their own expertise and
credentials, not realising that successful
selling is about building trust and connecting.
“
Susan Saltonstall Duncan
President Rainmaker Oasis and former CMO of Squire Sanders

13. The time problem
A busy lawyer or legal professional, there
never seems to be enough time in the day to
effectively do that which we know we should
be doing to help better serve our clients

14. Now it has evolved again.. The RIGHT
Photo by Ben Wightwick
‣ Fragmented
‣ Disparate
‣ Increasing in volume
‣ % of relevant content
‣ Subscription based

15. Converting info into insight..
‣ Insight relating a client/prospect
‣ Opportunities
‣ Risks
‣ Insight about an industry/sector
‣ Insight about an emerging area of law
‣ Insight about focus of your competition
Photo by Mark Powell

16. So, how do we manage the “flow”?
‣ Personalisation of business intelligence
‣ Finding vs searching
‣ Consistent delivery to clients
‣ Socialising the content
‣ Standardisation of business intelligence
‣ Information in one place
‣ Manage content distribution
Photo by Kevin Dooley

17. Better content consumption
‣ Feeds and filters
‣ Microblogging
‣ Subscribe and follow
‣ Pull instead of push
‣ Discover and explore
‣ Groups of interest
‣ Peripheral vision

18. Successful current awareness can..
‣ Help build new business
‣ Enable you to stay abreast of issues
affecting your practice
‣ Be pro-active with your client
‣ Stay front of mind
‣ Build competitive advantage
‣ Create knowledge advantage

19. Thank you
Mark Hinkle
mark@manzama.com
manzama.com
Ben Wightwick
ben.wightwick@highq.com
highq.com