At its most basic, a pipeline is simply a way to track and report on business development efforts. Initially, when law firms began tracking business development opportunities, the original tool of choice was Excel. Even at...more
What gets measured gets done. This can certainly be said about “non-billable” activities in law firms. For anyone familiar with attorneys, this is not surprising. Busy lawyers are tasked with competing demands for their very...more
CRM isn't a project or an implementation. It’s a fundamental change – and improvement – in how your firm manages its most important assets – its relationships. As a result, CRM deployments shouldn’t end – they should evolve....more
Finally, even if you get everything else right, CRM won't succeed without effective training. It’s important to develop training plans and materials targeted to the needs of key groups....more
Human nature dictates that we all tend to do things that are in our best interest. This is especially true in the context of technology adoption in a law firm....more
Outsourcing is defined as the contracting out of an internal business process to a third party organization and, as such, it has been a common and accepted business practice for a very long time.
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The goals of outsourcing include improving efficiency, reducing costs and gaining a competitive advantage. As a result, it shouldn't be too surprising that law firms have been experimenting with outsourcing for decades,...more
A recent article in the ABA Journal proclaimed, “Boom years for law firms were an aberration.” The article quotes information from a 2013 Client Advisory report from Hildebrandt Consulting and Citi Private Bank which predicts...more