Intelligence Driven Client Development

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Presented by Patrick Fuller and Vinnie

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Intelligence Driven Client Development

  1. 1. Intelligence-Driven Client Development<br /> Law firm’s house vast amounts of client and market information that can help legal marketers drive better marketing and business development decisions. During this session, we’ll look how firms can make sense of this immense amount of information and turn it into actionable intelligence. Explore innovative ways of bringing together and leveraging information from business and competitive intelligence programs, relationship management applications, and other valuable information sources to enable strategic decision-making. <br />Overview Slide<br />
  2. 2. Intelligence-Driven Client Development<br />Patrick Fuller<br />Managing Account Director, Competitive Intelligence<br />Vinnie Scarinci<br />Managing Account Director, ERM & CRM<br />
  3. 3. What a long strange trip it’s been……..<br />Source: Reuters.com <br />
  4. 4. Peer Monitor Economic Index (PMI)<br />2011 Q2 PMI Score: 62 <br />An increase of 5 points over Q4 2010, second consecutive quarterly gain<br />
  5. 5. PMI Q2 2011 Analysis<br />
  6. 6. The New “Normal” For Law Firms<br />
  7. 7. How Can Technology Help?<br />Source: Gartner <br />
  8. 8. But Just Don’t Take Gartner’s Word for it…….<br />
  9. 9. Actionable Intelligence to Make a Difference<br />ContactNet<br />Analytics<br />Monitor<br />Opportunity<br />Finder<br />OneView<br />Foundation<br />Monitor<br />Case Outcomes<br />Source: Reuters.com <br />
  10. 10. How Do We Gain an Advantage? <br />
  11. 11. In Search Of Lost Time: The View of a French Essayist<br />Do you see opportunities the competition doesn’t see?<br />The real act of discovery consists not in finding new lands but in seeing with new eyes.<br /> - Marcel Proust<br />
  12. 12. A Formula Business Growth:<br />Differentiation <br />+<br />Need (Known & Unknown) <br />X<br />Demand<br />
  13. 13. Applying Growth in 2012<br />New Markets<br />Mergers<br />Clients<br />Laterals<br />
  14. 14. Growth Scenario: New Markets<br />
  15. 15. Scenario: Our partners, along with an outside consultant, have decided part of our strategic growth plan will include expansion into at least one new domestic market. <br />Goal: Identify potential markets based upon activity of current clients, cost of doing business, potential for business development, demand trends, litigation market complexity, competitive landscape, our existing relationships, and overall business climate<br />Growth Scenario: New Markets<br />
  16. 16. Growth Scenario: New Markets<br />
  17. 17. Growth Scenario: New Markets<br />
  18. 18. Growth Scenario: New Markets<br />
  19. 19. Growth Scenario: New Markets<br />
  20. 20. Growth Scenario: New Markets<br />
  21. 21. Growth Scenario: New Markets<br />
  22. 22. Growth Scenario: New Markets<br />
  23. 23. Growth Scenario: Clients<br />
  24. 24. Scenario: The firm desires to expand its footprint with a strategic client. The attorneys wish to come to the table with a compelling story to around the services that they are delivering to the client. <br />Goal: Create differentiation around competitive efficiency & effectiveness<br />Growth Scenario: Clients<br />
  25. 25. Growth Scenario: Clients<br />
  26. 26. Growth Scenario: Clients<br />
  27. 27. Growth Scenario: Clients<br />
  28. 28. Growth Scenario: Merger<br />
  29. 29. Relationship George vs. Independent George: Worlds Collide<br />A George divided against itself cannot stand!<br />The essence of creativity is figuring out how to use what you already know in order to go beyond what you already think.<br /> - Dr. Jerome Bruner (Psychologist)<br />
  30. 30. Scenario: The firm(s) desires to merge with another firm based on specific strategic goals. The attorneys wish understand the impact on clients and prospects they have been working on for years. <br />Goal: Reach beyond existing demand to create and capture new demand<br />Growth Scenario: Merger<br />
  31. 31. Growth Scenario: Merger<br />
  32. 32. Growth Scenario: Merger (Benchmarking View)<br />
  33. 33. 33<br />Growth Scenario: Merger<br />A Single Firm View<br />
  34. 34. Growth Scenario: Merger<br />A Single Firm View<br />A Single Firm View<br />
  35. 35. Growth Scenario: Merger<br />
  36. 36. Growth Scenario: Merger<br />
  37. 37. Growth Scenario: Laterals<br />
  38. 38. Growth Scenario: Laterals<br />Scenario: The firm(s) desires to merge with another firm based on specific strategic goals. The attorneys wish understand the impact on clients and prospects they have been working on for years. <br />Goal: Solidify growth in a geography, industry, service or client area <br />
  39. 39. Growth Scenario: Laterals<br />
  40. 40. Growth Scenario: Laterals<br />
  41. 41. Growth Scenario: Laterals<br />
  42. 42. Growth Scenario: Laterals<br />Creating Successful <br />On-boarding <br />
  43. 43. Creating a Competitive Edge: Laterals<br />Create an “internal map” to their contacts and firms’ existing relationships. <br />
  44. 44. “Are you learning as fast as the world is changing?”<br />Gary Hamel, <br />Author: Competing For The Future<br />Questions?<br />
  45. 45. Thank YOU! <br />Patrick Fuller<br />Managing Account Director, Competitive Intelligence<br />Vinnie Scarinci<br />Managing Account Director, ERM & CRM<br />

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