xRM4Legal 2013 - the next chapter in legal CRM

1. Microsoft xRM4Legal 2013
Legal IT Solutions for Dynamics CRM
System Overview – January 2013

2. Contents
1. Legal industry insights
2. Knowing who to target
3. Making contact
4. The value proposition
5. Turning prospects into clients
6. Tools required
7. Why xRM4Legal

3. Helping law firms become more
effective business developers
What we do is help law firms and We can help coach people to
their staff become more effective become systematic, organized,
business developers – to increase disciplined, innovative and
client billings with less effort tenacious in their business
development activities
What we believe in is that it is
no longer just enough to be good Why use us? Track record – We are
at what you do. You must also be more focused on change, not just
good at winning new clients and systems and software
have systems in place to retain
them
What are we looking for? Firms that share our beliefs and want to
create a consistent source of new clients and secure revenue streams
where they are in control and are prepared to invest to get it

4. The best client experiences…
…begin with your people

5. But your people face challenges
every day
“Our software systems “Our people do
are just too hard to not have access to the
use” information they need
to succeed”
“Our lawyers do not “Our firm is too stuck
follow our defined in its old ways to
processes” realize the potential of
new ways of doing
things”
“It’s hard to tap into
“There is just no spare
other practice areas
time available”
when information is
scattered across the
firm”

6. By giving your people the right controls…
… you can generate new, sustainable income
Attract more Improve
clients service
Close Discover
deals faster insights
Retain Enhance
clients relationships
That’s the power of Microsoft
xRM4Legal 2013!

7. Introducing some of
the challenges of
business development

8. Who to target
 Maximizing the value of relationships
 Tracking and managing BD
interactions across multiple practice
groups
 Automating processes to increase
BD productivity
 Maximize deal flow visibility
and insights
Who to Making Our value From prospect
target contact proposition to client

9. Making contact
 Maximizing client loyalty and lifetime
relationship value
 Enable multi-practice group cross sell
and up sell
 Drive efficiencies and consistency in
process execution
 Use insights to deliver differentiated
client care
Who to Making Our value From prospect
target contact proposition to client

10. Our value proposition
 Target the right campaigns (events
and newsletters) to the right audience
 Quickly orchestrate campaigns
across multiple practice areas
 Automate key processes (KYC,
qualification, approvals, matter
inceptions etc.)
 Effectively track marketing/BD impact
and discover insights
Who to Making Our value From prospect
target contact proposition to client

11. From prospect to client
 Enhance the value of all relationships
 Improve business relevance and fit
 Drive firm excellence
 Increase business insights
Who to Making Our value From prospect
target contact proposition to client

12. Achieve new levels of BD productivity
through better targeting, activity,
communication and opportunity management
 Help all staff increase productivity
 Close more deals
 Improve client satisfaction
 Deliver innovation
 Drive firm excellence
 Reduce costs

13. Software overview
xRM4Legal 2013, powered by Microsoft Dynamics
CRM – more than just marketing and BD

14. Who to target
• Outlook integration for
guaranteed user adoption
• Intuitive segmentation
• Know your client
information from social
and traditional media
• Aggregated client,
contact, opportunity and
matter information and
synchronization

15. Build your (social) plan
Evaluate what will work for
Direct Contact
Industry you and then commit to it
Functions
and engage regularly
Marketing Business Development
Newsletters
Public
Speaking Blogs Blog articles
Events
 Get your story out!
LinkedIn/Facebook
 Tie traditional and online
marketing together
Twitter
Keep The Conversation Going!
 Build followers and keep the
conversation going

16. Making contact
• Marcomms information
tracks professional
information for event
invitations together with
publication subscribes
• Ensures the right clients
and prospects appear on
the right Marketing Lists
• Integrated activity
management and history
of emails, phone calls etc.

17. Our value proposition
• Matter and Inception
Management
• Ensure enough lawyers in
your firm know clients so
well, and in such depth,
that you never need to be
taught their business
• Institutional knowledge
of clients pushes switching
costs too high; they
become “clients for life”

18. From prospect to client
• Opportunity and Bid
Management
• Clone our best rainmakers
with structured deal flow
tracking
• Convert every opportunity
into a bid for new
business
• Reach client satisfaction
goals, drive new revenue
opportunities, achieve
true business insight and
visibility

19. Real-time business intelligence
• Customizable charts and
dashboards
• Monitor marketing/BD
performance – Return on
Investment
• Drill-down to underlying
data to identify trends
and uncover new insights

20. Thank You!
xRM4Legal “On Demand”:
• Fixed $99 fee per month per
user
• No hardware required
• No server or Client Access
Licences required
• Includes software updates,
unlimited phone/email support
• Quick start fixed fee
implementation and training
Email Support@xRM4Legal.com