Microsoft Dynamics CRM / xRM4Legal 2015 Update 1 includes a number of terrific technical improvements including faster page loads, improved application performance, and faster email delivery. One noticeable feature is the new Form Rendering Engine. This enhancement loads CRM pages faster so you can view data on the forms quickly. For law firm users this update also includes: NetDocuments integration. By integrating NetDocuments, xRM4Legal “closes the loop” – delivering a modern, secure solution for intelligent and confidential document and email management with award winning client and legal project management. Together the two solutions address the rapidly changing needs of the legal services market. With NetDocuments Email & Document Management for xRM4Legal, users can enjoy the familiar Microsoft Outlook interface while saving Outlook message files and individual documents to NetDocuments locations. They can also view emails and documents within xRM4Legal, all without leaving Microsoft Outlook. New Business Intake update. Now supporting over two dozen law types, users can perform a quick conflict check before selecting the required practice area. Tool tips and online help ensure that all the right questions are asked and the New Business Intake is completed quickly and efficiently. Built in charts and dashboard report on intakes by practice area and lead source. Business development methodology. New “Blue Sheet” and “Buying Influence” entities deliver “strategic selling” to xRM4Legal with support for competitor, ideal client, strength and red flag tracking. For more information email DBlumentals@xRM4Legal.com

1. xRM4Legal 2015 Update 1

8. Business Developers
Professionals
Marketing team

12. Growth
Increased revenue
Increased competitiveness
Enable staff to grow careers
Build book of business

13. ???

14. • Keep your best clients / stop them jumping ship to your
competitors
• Transform your top clients into loyal clients
• Help your clients think forward – enable your business
units and staff to stay a step ahead of your clients
• Client Lifecycle Development – find the right clients,
treat them right, grow them into loyal, long-term clients
• Capitalize on Alumni – grow relationships, open doors,
increase referrals
• Capture a market segment – or beat the competition to
a new market segment. Be there first to be best known
• Increase the client pool – don’t be dependent on two or
three big clients (or two or three biggest practice areas/
“rainmakers”)
• Deliver outstanding client service – be the best and
known for it
• First to know (e.g. Lobbying firms)

15. For many firms increasing client loyalty and increasing your pool
of best clients is a very viable CRM objective
80:20 rule – 20% of the firms clients account for 80% of firm’s
revenue
CRM requirement: 1st year grow 20% to 20.5%

17. • Extended firm / market intelligence
• Delivers pipeline, budget and forecast dashboards
WHAT IS IT?
• Create long-term value, not by today’s revenue but RFM –
Recency, Frequency, Monetary
ALLOWS USERS TO
• Drive firm-wide client insights to generate new
revenue / fees / retainers
• More precisely identify and target key clients / prospects
FIRM BENEFITS

20. • Rapidly configure views and searches of CRM data
• Expose this data to firm-wide access and review
WHAT IS IT?
• Understand business unit, areas of expertise, industry,
geography, current trends, emerging opportunities
ALLOWS USERS TO
• Configure audience-specific engagements and client
events / subscriptions with CRM data
• Access information, deliver to those who need it
FIRM BENEFITS

23. • Integration with social and business network media and
websites for up-to-date access to company and contact
details
WHAT IS IT?
• Be automatically alerted to contact job and role changes;
client company ownership, revenue, employees, contact
details and more
ALLOWS USERS TO
• Automatic CRM updates. Deliver the latest information to
users that enables immediate client action and response
FIRM BENEFITS

24. Client’s business
Corporate family tree
Competitors
Industry
Competitive intelligence – other firms
News – legal, business, market, industry, personal
Trends
People (who’s in, who’s out)
Referrals
Take you to new employer
Relationship networks
Social and business networks
Projects, outcomes, alumni
Responsiveness to your firm (mailings, events etc.)

26. • Corporate project and knowledge base with firm specific
productivity customizations
WHAT IS IT?
• Ensure enough staff in your firm know clients so well, and
in such depth, that you never need to be taught their
business
ALLOWS USERS TO
• Institutional knowledge of clients pushes their switching
costs too high; they become “clients for life”
FIRM BENEFITS

28. • Enriched reporting in CRM – one pagers / taxi packs,
dashboards, online / real time
WHAT IS IT?
• Quickly classify deal flow as High, Low or Commit
• Track revenue budget for nominated periods
• Generate forecast reports
ALLOWS USERS TO
• Deliver flexible yet SIMPLE deal pipeline reporting and
forecasting – for revenues, resources required, practice
areas affected
FIRM BENEFITS

31. Traditional
CRM solutions
Things lawyers
actually use
xRM4Legal
What BD /
marketing need

32. 1. CRM education
2. Align and prioritize practice area and firm-wide objectives
3. Validate the firm’s business objective against the firm’s real client
strategy
4. CRM readiness
5. Project name
6. Project champion/s
7. Roll CRM out, one business unit at a time – build CRM on success
stories
8. Capitalize on external intelligence resources
9. Automation
10. Technology