This document provides an overview of the Microsoft xRM4Legal 2013 system. It discusses how the system can help different user types within a law firm, including partners/lawyers, support staff, marketing/business development, and IT. It describes functionality to improve client data quality, relationship management, marketing activities, and enterprise matter management. The goal is to help law firms become more effective at business development, increasing billings with less effort through better systems and processes.
A new and innovative marketing and business development solution for corporate finance firms and other professional services organizations, xRM4Finance offers the most complete set of solutions for business development, marketing and client care
Powered by Microsoft Dynamics CRM 2011, xRM4Legal IP Management for Microsoft Dynamics CRM is an effective, easy-to-use and affordable IP Management System for use by law firms and corporate IP departments.
Visualize your data everywhere! With InfoPlanIT's Visual Analyzer state of the art Business Intelligence Application Suite, you can get control of your companies data, and put reporting, analysis, monitoring (of metrics and KPI's) into the hands of many of your employees!
Institutional asset managers need to become more customer-centric to differentiate themselves in the market and retain current clients. When institutional account contracts come up for renewal, client satisfaction plays a critical role in their decision-making.
A new and innovative marketing and business development solution for corporate finance firms and other professional services organizations, xRM4Finance offers the most complete set of solutions for business development, marketing and client care
Powered by Microsoft Dynamics CRM 2011, xRM4Legal IP Management for Microsoft Dynamics CRM is an effective, easy-to-use and affordable IP Management System for use by law firms and corporate IP departments.
Visualize your data everywhere! With InfoPlanIT's Visual Analyzer state of the art Business Intelligence Application Suite, you can get control of your companies data, and put reporting, analysis, monitoring (of metrics and KPI's) into the hands of many of your employees!
Institutional asset managers need to become more customer-centric to differentiate themselves in the market and retain current clients. When institutional account contracts come up for renewal, client satisfaction plays a critical role in their decision-making.
This presentation has been prepared to showcase the functional requirements of accounting CRM 2011, in order to help guide decisions about which features, functions and information will be of greatest value in a particular implementation.
Helping Your Marketing Department Fly Higher 4 12 11Eric Webb
This white paper provides insight into the need to create a teaming environment to gain sales in professional services, leveraging relationship and technical staff in the firm to optimize success.
eSavvy Top 5+1 Reasons Why Companies Use Microsoft Dynamics CRMDaniel Dornak
Take a tour with the Managing Director of the 2012 Microsoft CRM Partner of the Year in Australia to discover the power of Microsoft Dynamics CRM. Find out how to navigate in Dynamics CRM 2011, how to improve your sales productivity by focusing on opportunities with the highest revenue or by closing deals faster, learn how to repeat Marketing campaigns with the highest ROI or how to impress your customers with fast and efficient service.
eSavvy - Top 5+1 Reasons Why Companies Use Microsoft Dynamics CRMDaniel Dornak
Take a tour with the Managing Director of the 2012 Microsoft CRM Partner of the Year in Australia to discover the power of Microsoft Dynamics CRM. Find out how to navigate in Dynamics CRM 2011, how to improve your sales productivity by focusing on opportunities with the highest revenue or by closing deals faster, learn how to repeat Marketing campaigns with the highest ROI or how to impress your customers with fast and efficient service.
Mobile CRM: a New Perspective Mobile sales teams are usually composed of a firm’s most valuable salespeople: the ones who close the most deals and are the most direct generators of new revenue.
This presentation has been prepared to showcase the functional requirements of accounting CRM 2011, in order to help guide decisions about which features, functions and information will be of greatest value in a particular implementation.
Helping Your Marketing Department Fly Higher 4 12 11Eric Webb
This white paper provides insight into the need to create a teaming environment to gain sales in professional services, leveraging relationship and technical staff in the firm to optimize success.
eSavvy Top 5+1 Reasons Why Companies Use Microsoft Dynamics CRMDaniel Dornak
Take a tour with the Managing Director of the 2012 Microsoft CRM Partner of the Year in Australia to discover the power of Microsoft Dynamics CRM. Find out how to navigate in Dynamics CRM 2011, how to improve your sales productivity by focusing on opportunities with the highest revenue or by closing deals faster, learn how to repeat Marketing campaigns with the highest ROI or how to impress your customers with fast and efficient service.
eSavvy - Top 5+1 Reasons Why Companies Use Microsoft Dynamics CRMDaniel Dornak
Take a tour with the Managing Director of the 2012 Microsoft CRM Partner of the Year in Australia to discover the power of Microsoft Dynamics CRM. Find out how to navigate in Dynamics CRM 2011, how to improve your sales productivity by focusing on opportunities with the highest revenue or by closing deals faster, learn how to repeat Marketing campaigns with the highest ROI or how to impress your customers with fast and efficient service.
Mobile CRM: a New Perspective Mobile sales teams are usually composed of a firm’s most valuable salespeople: the ones who close the most deals and are the most direct generators of new revenue.
When to use hosted vs on premise - because effectively managing the client lifecycle – from marketing to business development to service – is critical to every firms profitability and growth.
Microsoft Dynamics xRM4Legal System Overview July 2011David Blumentals
xRM4Legal - more than just legal CRM marketing - social CRM, business development, as easy as email, marketing automation, matter inception, extended entreprise matter management
5 Critical Keys to Success with Sitecore DMSNavigationArts
Are you putting your analytics to work with your data management system? Collecting data is the easy part, but using it to create real value takes skills, planning, and the proper tools. Sitecore’s integrated analytics platform provides the tools, but what else do you need to reap the benefits?
This webinar is presented by Sitecore and Navigationarts. We highlight what you need to get started and what you need to get the most out of DMS. Case study examples ranging from B to B, B to C, and somewhere in between highlight best practices in custom reporting, audience segmentation, real time personalization, and more.
The webinar covers:
How to plan for DMS including audience analysis and content tagging strategies
The ideal project approach
Best practices in B to B and B to C marketing tactics
Using real time personalization
Understanding engagement tiers; out-of-the-box vs customized
Presentation on Chapter 14: CRM in E-Marketing [Elegant (VI)]Md. Abdur Rakib
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It is based on the Chapter: 14 Customer Relationship Management from E-Marketing book by Strauss, Ansary & Frost 4th edition.
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With the right CRM comes the opportunity for Along the way, IT managers need an integratedcompanies to really get to know their customers, set of technologies—from websites to databasestheir needs, preferences and their buying and data mining tools—to make it work.patterns.
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INDY was a custom web-based sales & marketing CRM solution developed by Jon Samsel and his team for Traid, a division of Ford Motor Company. Triad was an auto finance company that financed new and used car loans through a network of over 8,000 dealerships nationwide.
Similar to Microsoft Dynamics xRM4Legal 2013 Marketing & IT Overview (20)
Microsoft Dynamics 365 xRM4Legal xRM4Accounting Technical OverviewDavid Blumentals
Data has become the new currency, and firms create and have access to more of it, and faster than ever before. The challenge is how to transform it into intelligence that generates action and drive outcomes. Dynamics 365 allows firms to adopt individual business apps such as Marketing, BD, Client Care and Operations, but as firms adopt more of the apps, synergies will be unleashed in the form of ‘Intelligent Business Processes’. This will help proactively guide employees & clients to generate optimal outcomes.
As an example – you can adopt Project Service Automation. Project teams can use it as standalone app in close alignment with Office 365, but when combined with Operations, the time and expense reports that project members submit, will automatically go to accounts, HR and Payroll systems, and Project Accounts will be automatically updated for Finance in the Operations App.
It sounds basic… but the fact is that the classic delineation between CRM and ERP has created a separation in data and processes. Dynamics 365 breaks down this separation, and our business platform strategy together with CIT and IOT is centered on enabling this to new levels.
We’re all busy—and it’s a common theme in most professional workplaces—with people trying to get more done with finite time and resources. For a lot of firms today, a major challenge is making sure we’re spending our precious time making the most of every business opportunity by maximizing client relationships. Marketing & BD teams need to know if they’re focusing on the opportunities, RFI’s and RFP’s with the best potential; that they are managing their firm pipeline effectively; and they are giving everyone on the team the best tools for the job—wherever they are.
That’s why firms today are focused on creating great client relationships – they need to try to reduce complexity and make it easier to maximize opportunities, provide excellent client experiences, and grow the firm.
Why should a legal or accounting firm care? Because client experience and knowledge is increasingly important for firms of all sizes – across all client interactions.
Client experience…
…is what differentiates your firm
…is how you win and keep clients for the long-term
…is how you grow your firm …and in a world where clients are mobile and social, your reputation (& brand) is more important than ever.
Today you don’t have as many contact points as you used to have, and you have to make every one count. To thrive in this ultra-competitive environment firms of all sizes have to make client experience a priority. That is why you need Dynamics 365 and xRM! Visit our websites www.xRM4Legal.com, www.xRM4Accounting.com and www.xRM4Finance.com or email Dynamics@xRM.email
Getting Started with Microsoft Dynamics 365 xRM4Legal 2017David Blumentals
Last month we unveiled and provided a first look at Dynamics 365 xRM4Legal, showing off the capabilities our customers can expect from our latest generation of intelligent business applications. Today, we are excited to announce that Dynamics 365 xRM4Legal is generally available.
The first thing users will see with Dynamics 365 xRM4Legal is that we are bringing our business applications closer together in how they look, feel and integrate with each other. To better enable end-to-end law firm business processes, we have unified the navigation and core user experience across each of the applications from Marketing & Communications to Business Development, Client Care, Time & Billing and Finance. It remains clean, beautiful, and familiar and it gives you the ability to seamlessly move from one application to another without switching windows.
And when a user logs into Dynamics 365 xRM4Legal, the home-screen will show you all the Business Apps and information relevant to you or your role. With one click, users can connect to Microsoft AppSource, quickly and easily locating the most relevant capabilities from hundreds of precisely curated additional business apps enabled by our partners.
Microsoft CRM xRM4legal 2016 for IP Management and MoreDavid Blumentals
The Microsoft Dynamics CRM/xRM4Legal 2016 platform is a powerful tool that leverages a firm’s existing Microsoft-based technology environment – Microsoft Windows, SQL Server and Microsoft Office – to deliver a system that is highly functional, easy-to-use (and customize) and very affordable.
Integrations are available with financial systems like Microsoft Great Plains/GP (AX, NAV) and other law firm systems (like Aderant, Thomson and so on).
When combined, this helps bring everything together to improve efficiency, streamline business processes and improve overall user experience and productivity.
It also enforces the “one stop shop” for managing all client, contact, case, activity and document records in one place – across marketing, business development, client care and project and resources management.
This story board highlights key functional requirements and capabilities provided by Microsoft CRM/xRM4Legal including IP (Intellectual Property) Management. These can be summarized as managing organization, people and case records, assigning (lawyer) attorneys to work on cases, creating IP records for patents, trademarks etc – also recording disputes and licenses.
Email us today to schedule a quick discussion and/or web demo – Support@xRM4Legal.com
Getting Started with Microsoft CRM xRM4NDIS 2016David Blumentals
Demonstrating the power and flexibility of the Microsoft Dynamics CRM platform, this guide shows you how to:
Find your work areas in xRM4NDIS
Work with enquiries, clients and carers, perform assessments, manage medications, create service plans, schedule services and make service bookings
Enter data quickly and easily
Place calls, send email and take notes
Check the disabilities, support needs, recent assessments and incidents of a client
Explore the resource planning, budget planning, time tracking, approval and invoicing manager features
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Many Microsoft partners have found success driving revenue and delivering solutions with Office 365. Partners have built profitable service portfolios by selling, implementing, and creating value-added services for Office 365.
But there are many additional opportunities from Microsoft which enable Office 365 partners to elevate productivity for their customers. Microsoft Dynamics CRM Online is such an opportunity.
Dynamics CRM Online is a customer relationship management solution which allows your customers to track relationships and interactions, automate business processes and gain valuable insights into their own customers. Capabilities include Sales Force Automation, Marketing Automation, Customer Service and Social Media Insight.
O365 and CRM Online give customers an incredible solution and partners a fantastic new offering. Adding CRM Online to O365 lets customers cut through the clutter—to zero in and easily identify what they need to do next. It lets them find a relevant way to connect with their customer so they can win faster. And lets them collaborate with people, find, and access the information they need to ultimately sell more and grow their business.
By adding CRM Online, you elevate the discussion to business solutions. Plus, in addition to sales, Dynamics CRM has great solutions across marketing, customer service, and social listening & engagement.
xRM extends this to industry-specific solutions.
In this technical training we introduce Dicker Data reseller partners to Managing and deploying customizations; Configuring role-based security; Customizing entities, adding fields and relationships; Building forms for users to input and retrieve data; Presenting clear information in views and charts; Combining data sources on a dashboard; Going beyond role-based record-level security and assisting users through their business processes.
Microsoft Dynamics CRM Technical Training for Dicker Data ResellersDavid Blumentals
Many Microsoft partners have found success driving revenue and delivering solutions with Office 365. Partners have built profitable service portfolios by selling, implementing, and creating value-added services for Office 365.
But there are many additional opportunities from Microsoft which enable Office 365 partners to elevate productivity for their customers. Microsoft Dynamics CRM Online is such an opportunity.
Dynamics CRM Online is a customer relationship management solution which allows your customers to track relationships and interactions, automate business processes and gain valuable insights into their own customers. Capabilities include Sales Force Automation, Marketing Automation, Customer Service and Social Media Insight.
O365 and CRM Online give customers an incredible solution and partners a fantastic new offering. Adding CRM Online to O365 lets customers cut through the clutter—to zero in and easily identify what they need to do next. It lets them find a relevant way to connect with their customer so they can win faster. And lets them collaborate with people, find, and access the information they need to ultimately sell more and grow their business.
By adding CRM Online, you elevate the discussion to business solutions. Plus, in addition to sales, Dynamics CRM has great solutions across marketing, customer service, and social listening & engagement.
xRM extends this to industry-specific solutions.
In this technical training we introduce Dicker Data reseller partners to key CRM concepts including Deployment including Solution import, Settings and Personal Options; Customization and configuration; Data import; CRM for Outlook and mobile access; Reports and dashboards and Introduction to business rules and processes.
Microsoft CRM xRM4Legal 2015 Enterprise Case ManagementDavid Blumentals
The Microsoft Dynamics CRM/xRM4Legal 2015 platform is a powerful tool that leverages a firm’s existing Microsoft-based technology environment – Microsoft Windows, SQL Server and Microsoft Office – to deliver a system that is highly functional, easy-to-use (and customize) and very affordable.
Integrations are available with financial systems like Microsoft Great Plains/GP (AX, NAV) and other law firm systems (like Aderant, Thomson and so on).
When combined, this helps bring everything together to improve efficiency, streamline business processes and improve overall user experience and productivity.
It also enforces the “one stop shop” for managing all client, contact, case, activity and document records in one place – across marketing, business development, client care and project and resources management.
This story board highlights key functional requirements and capabilities provided by Microsoft CRM/xRM4Legal. These can be summarized as managing organization, people and case records, assigning (lawyer) attorneys to work on cases, creating booking/billing events, reporting on these events, adding expenses, activities, documents and more.
If you want loyal clients you need CRM xRM4Legal 2015 Update 1David Blumentals
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
NetDocuments document and email management for Microsoft CRM xRM4LegalDavid Blumentals
With NetDocuments, users can create, secure, manage, access, and collaborate on documents and email anywhere, anytime, on any device.
This story board shows how the power and simplicity of NetDocuments works with Microsoft CRM / xRM4Legal to help you streamline your technology and improve the way you work.
For more information, email DBlumentals@xRM4Legal.com or visit www.NetDocuments.com or www.xRM4Legal.com
Today’s client is smart and getting smarter by the minute. From virtually anywhere, they can find out about you, your firm, your competitors, whether your clients are happy—and most importantly, with a mere 140 characters, they can impact your brand.
• Today, law firms must face the reality of super consumers. They are unbelievably informed, highly fickle, and extremely powerful with a nearly unpredictable purchase path.
• They have unprecedented access to information, the ability to easily compare firms, fees or feedback in a matter of clicks, access to reviews—whether from a trusted confidant, highly rated industry source, or someone merely taking to their social network to make their experience known.
• And they can easily do the same—joining the social conversation with their experience and recommendation to others – giving a “like”, “thumbs up”, happy face, or not, and with a click of the button can make an impression on your brand.
• Everyone has probably heard the United Breaks Guitars story; it epitomizes the challenge firms face – each individual now has a powerful voice. In this example, United Airlines was unresponsive to a passenger’s complaints that his guitar was broken by negligent baggage handlers (he actually saw them throwing his beloved instrument through the air as he was waiting to deplane). This treatment lead him to record a song about his experience that he posted on YouTube. Over 12 million views later, this YouTube sensation has written a book on the very topic of how powerful one voice can be in the age of social media.
Microsoft CRM xRM4Legal February 2015 Introduction and DemonstrationDavid Blumentals
Extended Relationship Management for law firms, powered by Microsoft Dynamics CRM 2013 – over 4 million users globally, 40,000+ firms
Rollout in days with over 250 legal customizations pre-configured, ready-to-use, managing key clients, cross-sell, referrals & private clients
Integration options with major (bulk) email, PMS & DMS systems
A centralized approach to list management & BD (single click access)
Defined (data) quality standards & processes
Engages partners & staff with easy access & visibility of relationship connections, firm & practice performance
Allows fee earners easy access & update of records with critical BD info (for guaranteed user adoption) – via Outlook and mobile device
Microsoft CRM xRM4Legal 2014 Overview Update 0903David Blumentals
Time & Billing – Turning hours worked and services provided into billing events and invoices, quickly and easily;
Project Management – Delighting practice managers with resource and activity management; planning and workload control;
CRM – Enhancing marketing and business development with automated lists and event management, bids and deal-flow;
SharePoint – Adding value to the lawyer / client experience through collaboration, document management and search
Microsoft CRM xRM4Legal 2014 Introduction and Demonstration 0917David Blumentals
1. Achieve reliable user adoption, attain a complete view of clients, position the firm to adapt quickly to business changes, align firm & IT needs, accelerate matter delivery & returns. For partners & lawyers this means a clear view of the firm, leveraging agility for competitive advantage, partnering with IT for long term success. For firm staff the benefits are using familiar Microsoft Office tools, role-tailored views of information, minimized data entry, consistent client processes & actionable reporting & analytics.
2. Benefit from intuitive segmentation tools to drive superior target client selection with workflow-driven processes to increase reach & relevancy. Ensure high user adoption by making CRM a natural extension of user & client habits, improve productivity by consolidating client information to a single location, reduce training & transition costs with easy-to-learn, easy-to- use applications.
3. Change the game on business development – improve the other 80% of business development staff (“clone our best rain makers”), convert every opportunity into a pitch for new business, breakdown physical boundaries & eliminate down time. Partners & lawyers will reach client satisfaction goals, drive new revenue opportunities, achieve true business insight & visibility. Business developers will better manage key KPIs, increase client team empowerment & morale, enforce a consistent business development process.
4. Create branded, professional documents that win more deals; streamline the processes around preparing proposals with easy reminders/alerts & workflow approvals. Approvals can be electronically routed via emails, smartphones & tablets.
5. xRM4Legal supports integration with a number of email marketing, survey & analytics providers. The MailChimp, ClickDimensions, CoreMotives & Concep Campaigner connectors support quick & easy sharing of information – from marketing lists maintained within xRM4Legal to activity responses generated. The result is full & effective integration between “best of class” applications.
6. Manage complex business relationships across clients, partners, multiple offices allowing greater flexibility to manage client relationships & interactions – both on-line & off-line. xRM4Legal users can easily enter, track, & view complex relationships, fostering higher user adoption & greater data quality. Enforce the completeness & accuracy of client personal information through business required & recommended data fields. Identify & merge duplicate records, allowing a data administrator to select which data values are retained on the merged record.
7. Firm DNA is a key strategic advantage in law. With xRM4Legal, the firm can support unique firm processes, atypical CRM needs – matching the technology to the firm, not the other way around. Minimize change management of people, the hardest part. Key features include: robust & extensible platform, flexible licensing model, reduced TCO, backed by Microsoft.
Microsoft CRM xRM4Legal 2014 Introduction and DemonstrationDavid Blumentals
Extended Relationship Management for law firms, powered by Microsoft Dynamics CRM 2013 – over 4 million users globally, 35,000+ firms
Rollout in days with over 250 legal customizations pre-configured, ready-to-use, managing key clients, cross-sell, referrals & private clients
Integration options with major (bulk) email, PMS & DMS systems
A centralized approach to list management & BD (single click access)
Defined (data) quality standards & processes
Engages partners & staff with easy access & visibility of relationship connections, firm & practice performance
Allows fee earners easy access & update of records with critical BD info (for guaranteed user adoption) – via Outlook and mobile device
Microsoft CRM xRM4Legal 2014 Document Management with SharePointDavid Blumentals
SharePoint 2013 blends the worlds of traditional information and content management with social computing and search capabilities to deliver an Enterprise Content Management (ECM) platform that is accessible to everyone (with approved security roles). You are not limited to default behaviors, with SharePoint 2013 you can do even more:
Add Fields, update the table in the Table Designer by adding additional fields.
Create Lookups, creating your own relationships between records.
Customize Views, when adding controls such as Autocomplete, Button, Combo box and Hyperlink.
Import or Link Data, from Excel, Access, ODBC, text and SharePoint lists.
Create Reports, interactive reports that summarize data for presentation at team and management meetings.
The explosion of the social conversation along with the proliferation of mobile technology has changed our lives, more than we ever could have imagined.
The explosion of mobile technologies and rapid adoption of social networks have completely impacted our human behavior -- our communication methods, engagement principles, our belief and trust systems, and even our decision making criteria and models.
Firms need to understand these new principles and adopt them -- genuinely and proactively -- if they want to effectively engage clients.
How has the client changed and why does your firm need to reflect this? Because your success will depend on it, and so will your identity.
Today’s buyer is smart and getting smarter by the minute. From virtually anywhere, they can find out about you, your services, your competitors, whether your clients are happy—and most importantly, with a mere 140 characters, they can impact your brand.
Today, firms must face the reality of super consumers. They are unbelievably informed, highly fickle, and extremely powerful with a nearly unpredictable purchase path.
They have unprecedented access to information, the ability to easily compare fees, costs or services in a matter of clicks, access to reviews—whether from a trusted confidant, highly rated industry source, or someone merely taking to their social network to make their experience known.
And they can easily do the same—joining the social conversation with their experience and recommendation to others – giving a “like”, “thumbs up”, happy face, or not, and with a click of the button can make an impression on your brand.
It is no surprise then that firms who wish to remain competitive in this new age are concentrating their efforts on creating amazing client experiences…
Microsoft Dynamics CRM 2013 If you want loyal clients you need CRMDavid Blumentals
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 practice groups and lawyers 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 groups / “rainmakers”)
Deliver outstanding client service – be the best and known for it
First to know (e.g. Lobbying firms)
2. Contents
1. Introduction
2. Industry insights
3. What law firms want
4. Different types of users
5. Partners and lawyers
6. Secretaries and practice group
admins
7. Marketing and BD
8. IT users
9. xRM for Enterprise Matter
Management
10. Conclusion
3. Helping law firms become more
effective business developers
What we do is help law firms and We can help law firm staff 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 and
good at winning new clients and education, not just systems
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
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 any defined in its old ways to
processes” realize the potential of
new ways of doing
things”
“It’s hard to tap into
other practice areas “There is just no spare
when information is time available”
scattered across the
firm”
6. By giving your people the right systems…
… you can generate new, sustainable income
Attract more Improve
prospects service
Close Discover
deals faster insights
Keep Enhance
clients relationships
That’s the power of Microsoft
Dynamics xRM4Legal 2013
8. What law firms want
• For law firms they typically want three things:
1. Data quality
2. List management
3. Relationship intelligence (Who Knows Who)
• Marketing List functionality is particularly important as the “center
piece” of law firm marketing activity – the sending of newsletters
and other publications and invitations for events (seminars, golf
days, VIP lunches and dinners)
• Over and above that there are many (potentially hundreds) of
additional “functional requirements”
9. Four distinct groups of user
• The first thing to understand about legal CRM is that there are four
distinct groups of users, all with different roles and requirements:
1. Partners and lawyers
2. Secretaries and practice group administrators (the
“support staff”)
3. Marketing and business development (BD) and,
4. Information technology (IT)
10. Traditional legal CRM
• For a long time in professional firms, CRM system management has
been relegated to the marketing department. CRM is “just for
marketing” is often the feedback. What this has meant is the rest of
the firm really does not understand what CRM is or the benefits
that it offers. It also means that marketing is often left to do the
“heavy lifting” of managing client contact and other records,
assigning people to marketing lists etc – often without
understanding who these people actually are. With many firms
having thousands, even tens of thousands of contact records the
data becomes out of date and stale very quickly. Attempts by the
marketing department to keep the information current means that
they regularly pester the professional staff for updates to marketing
lists in an effort to update the CRM system. The result has been
that CRM quickly becomes a dirty word
12. Partners and lawyers
• Partners and lawyers
rarely add contacts and
opportunities themselves,
often asking their
secretaries to do it for
them
• They do need, however,
quick access to
information (minimal
mouse clicks)
• A customized navigation
“Shortcuts” menu lists
items relevant to their job
role
14. If you know how to use Outlook, you can use CRM
• Working with partners
and lawyers, secretaries
are closest to law firm
clients
• Entering Outlook contacts
and clicking Track in CRM
updates CRM across the
firm to help ensure the
best quality data
• Card scan devices make
entry quick and easy.
Synchronization between
Outlook and CRM ensures
that change in one is
automatically reflected in
the other
16. Client / contact segmentation
• Marketing and BD users
take the “base” contact
records entered by
secretaries and add extra
details such as
organization
classifications, practice
areas, business
information etc
• All this is very important
for client and contact
segmentation
• Integration with social
web connectors supports
automatic updates
17. Contact marketing & communications
• For individual contact
records, marketing/BD will
classify, add personal
information and
Marcomms (professional
interests, publications and
memberships)
• Workflow rules ensure
that marketing/BD are
notified each time a new
contact record is entered
by secretaries, ready for
review and update
18. Connections
• Workflow is used to create
and update Connections
that display relationships
that clients have with
other clients, contacts and
lawyers within the firm
19. Marketing lists
• Professional interests will
often determine what
events the contact is
invited to
• Publications will define
what newsletters they will
receive
• These settings will be used
to update Marketing Lists
whether static or dynamic
20. Marketing events
• Marketing/BD users will
schedule and maintain
events
• Event details will include
the format, catering
arrangements, room
setup, staffing and
financial analysis
21. Planning activities
• Planning activities will
reflect the checklist of
tasks to be performed as
part of holding the event
22. Event responses
• Event responses will be
used to update client
contact records, create
name badges and record
special dietary
requirements
23. Opportunity management
• From the seminars, golf
days and VIP events,
marketing/BD will use
opportunity records to
track deal flow
• This includes who might
have referred the
prospective client,
forecast billings/fees and
selection
criteria/processes
24. Deal information
• Deal information will also
be recorded for
lodgement with league
tables/directories
26. System administration
• Important to IT users is
easy user maintenance
and integration with
Active Directory/HR
databases, understanding
of data management
/duplicate detection,
workflow and system jobs
that run in background
• We have experience with
integrating major law firm
practice and document
management systems eg.
Thomson Elite, Aderant
Expert, iManage etc
27. Matter inceptions
• To assist PMS integration,
we have custom entities
called Matter Inception
and Matters
• The Matter Inception
record manages the
”handover” from
marketing/BD to finance
and the professional staff.
It records the base client
and matter details
together with rates and
other information leading
to formal engagement
letter and client
instructions
28. Matters
• The Matter record
displays the information
typically synchronized
with PMS. These include
client and matter details,
dates, status, professional
staff working on the
matter and financial
details. Information will
be used by Marketing/BD
to create case studies,
update partner profiles
and firm specializations.
Client, matter and value
confidentiality will define
how much information
can be publicized
30. Enterprise matter management
• Diving into the inner
workings of a law firm,
xRM4Legal IP
Management for
Microsoft Dynamics CRM
is an example of how the
platform can be used for
managing individual
practice areas. To date,
we have experience with
Intellectual
Property/Trademark
Management, Self
Managed Superannuation
Funds and Mortgage
Default Management
31. IP/Trademark management
• Checklists and key dates
can be maintained with
summary information,
billing details and detailed
matter records
• Filing records track dates,
advertising and renewal
• Disputes record type,
applicant, plaintiff and
related status
32. In summary, 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
For more information email:
DBlumentals@xRM4Legal.com