This document discusses how law firms can leverage the large amounts of client and market information they have access to in order to make better marketing and business development decisions. It explores how firms can synthesize data from various sources like competitive intelligence programs, relationship management applications, and other information to enable strategic decision-making. The document then provides examples of how firms can apply this intelligence-driven approach to scenarios involving growth through new markets, clients, mergers, and recruiting lateral hires.

1. Intelligence-Driven Client Development 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. Overview Slide

2. Intelligence-Driven Client Development Patrick Fuller Managing Account Director, Competitive Intelligence Vinnie Scarinci Managing Account Director, ERM & CRM

3. What a long strange trip it’s been…….. Source: Reuters.com

4. Peer Monitor Economic Index (PMI) 2011 Q2 PMI Score: 62 An increase of 5 points over Q4 2010, second consecutive quarterly gain

5. PMI Q2 2011 Analysis

6. The New “Normal” For Law Firms

7. How Can Technology Help? Source: Gartner

8. But Just Don’t Take Gartner’s Word for it…….

9. Actionable Intelligence to Make a Difference ContactNet Analytics Monitor Opportunity Finder OneView Foundation Monitor Case Outcomes Source: Reuters.com

10. How Do We Gain an Advantage?

11. In Search Of Lost Time: The View of a French Essayist Do you see opportunities the competition doesn’t see? The real act of discovery consists not in finding new lands but in seeing with new eyes. - Marcel Proust

12. A Formula Business Growth: Differentiation + Need (Known & Unknown) X Demand

13. Applying Growth in 2012 New Markets Mergers Clients Laterals

14. Growth Scenario: New Markets

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. 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 Growth Scenario: New Markets

16. Growth Scenario: New Markets

17. Growth Scenario: New Markets

18. Growth Scenario: New Markets

19. Growth Scenario: New Markets

20. Growth Scenario: New Markets

21. Growth Scenario: New Markets

22. Growth Scenario: New Markets

23. Growth Scenario: Clients

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. Goal: Create differentiation around competitive efficiency & effectiveness Growth Scenario: Clients

25. Growth Scenario: Clients

26. Growth Scenario: Clients

27. Growth Scenario: Clients

28. Growth Scenario: Merger

29. Relationship George vs. Independent George: Worlds Collide A George divided against itself cannot stand! The essence of creativity is figuring out how to use what you already know in order to go beyond what you already think. - Dr. Jerome Bruner (Psychologist)

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. Goal: Reach beyond existing demand to create and capture new demand Growth Scenario: Merger

31. Growth Scenario: Merger

32. Growth Scenario: Merger (Benchmarking View)

33. 33 Growth Scenario: Merger A Single Firm View

34. Growth Scenario: Merger A Single Firm View A Single Firm View

35. Growth Scenario: Merger

36. Growth Scenario: Merger

37. Growth Scenario: Laterals

38. Growth Scenario: Laterals 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. Goal: Solidify growth in a geography, industry, service or client area

39. Growth Scenario: Laterals

40. Growth Scenario: Laterals

41. Growth Scenario: Laterals

42. Growth Scenario: Laterals Creating Successful On-boarding

43. Creating a Competitive Edge: Laterals Create an “internal map” to their contacts and firms’ existing relationships.

44. “Are you learning as fast as the world is changing?” Gary Hamel, Author: Competing For The Future Questions?

45. Thank YOU! Patrick Fuller Managing Account Director, Competitive Intelligence Vinnie Scarinci Managing Account Director, ERM & CRM