Law Firm Business Development and SharePoint. ROI Driven Applications in Client Development, Client Relationships and Revenue Growth
|
|
- Priscilla Russell
- 5 years ago
- Views:
Transcription
1 Law Firm Business Development and SharePoint ROI Driven Applications in Client Development, Client Relationships and Revenue Growth
2 The Dichotomy When it comes to legal technology, there can be a fundamental disconnect between buyers and sellers Buyers often want the latest and greatest technology But sometimes aren t focused enough on firm needs, issues and problems Sellers make great technology tools But sometimes get too focused on bells and whistles This leads to more disconnects and complaints
3 Buyer s Complaints We wasted our money The lawyers won t / don t use it They don t understand law firms They didn t take the time to get to know us This was shelf ware The interface wasn t intuitive The systems don t talk to each other Their sales rep didn t know the product Their support and service was non existent
4 Seller s Complaints All they cared about was price Access to decision makers was blocked They didn t negotiate in good faith Their other systems were so out of date that they couldn t integrate These law firms just don t get technology Service is for people who pay maintenance Don t they know that we have solutions
5 Just a question: How can you sell solutions without first taking the time to ask or understand the issues or problems?
6 Solutions Business development Enhanced Client retention New business opportunities Cost reduction Process automation Improved leverage Improved Client service Lateral identification Associate retention Increased revenue and profits per partner
7 Real Solutions More sleep Fewer problems Staff retention Reduced headaches No irate lawyers in our offices Fewer late nights or weekends worked
8 Another Big Problem with Technology ROI
9 Dogs & Ponies Providers open the stables and trot out the coolest things they think customers will find appealing including: A parade of features and functions Complete with bells and whistles
10 Features & Functions Integrated data sources Comprehensive databases Customizable reports Broad coverage Single point of access Automatic alerts Prospecting Flexible filtering Opportunity tracking Industry leading sources Powerful report building tools Broad strategic views Analysis filtering Drill down and roll up information Client share measurements
11 Ok, Yes, They Are Appealing
12 But We Deserve More Law firms should expect and receive return on technology investments Radical, I know
13 We Need to Start Focusing on the Only Technology Acronym That Matters
14 Putting the R in ROI Results Revenue generation Retention of current Clients and attorneys Representing new Clients Reducing time spent on redundant tasks and processes Risk assessment Rewarding positive behavior Recruiting key laterals Reporting to drive business decisions Respect for your department
15 Before We Start Blaming the Vendors, Let s Not Forget Law Firms Have Some Issues of Our Own
16 Buyer Issues We don t have the staff We don t have the time We don t have the resources We ve got too many silos It s too much work What do you mean, training I ve got billable work We didn t do our homework
17 What We Should Have Checked Before Writing the Check Did we have goals? Did we assess the firm s needs in advance? Did we address a real problem or issue? Did we involve key stakeholders? Did we have management support? Did we define success? Did we set metrics to measure that success? Did we have a realistic budget? Did we understand staffing requirements? Did we check references of the provider? Did we ask for help?
18 The Real Way to Reap ROI Identify problems to solve Fix the people and process issues Then buy the technology
19 What You Need To Succeed Management support Attorney / end user buy in People who understand the tools, the firm and the goal A strategy and a plan Effective communication Questions
20 Ask the Right Questions What do the Clients value/want? What do the lawyers value/want? How could we generate revenue? How could we reduce costs? What problems do the Clients / lawyers have? What are we wasting time/money on? What processes could we automate? How much time/money are we wasting? What advantage could we gain by? What will we do if?
21 How Do We Measure It Revenue, of course E mail metrics Relationships identified Reduced bounces Reduced returned mail costs Reduced time spent on e mail blasts re who knows who Reduced time spent responding to RFPs Increased consumption of firm information Improved attendance and tracking at firm events Business development activities entered Website page visits Enhanced RFP success Attorney / user feedback
22 Think Outside the Box To provide real value and ROI forget out of the box solutions Customize Configure Integrate Communicate Integrate
23 The Value of Integration = 3 The right technology working together The right team working together Make sure all the right players are involved IT / Marketing / Attorneys / Finance / Training / Assistants
24 Portal Integration Strategy first Technology second What should the focus be Client / Matter / Industry / Team / User What should the platform be SharePoint or
25 Integration Mission critical Time and billing client/matter and billing metrics CRM who, what and when Experience what have we done that sets us apart? Nice to have Websites lawyer bios, practices / industry descriptions Proposal automation proposals, RFPs and pitches Only if needed HR Database emp. ids, birthdates, contact information DMS relating stored documents, pushing completed documents back
26 Ask the Right Questions Does the system have information that furthers the strategic sales initiatives of the firm? Does the system provide actionable data?
27 New World Order There is no technology for the sake of technology There is no marketing for the sake of marketing We have the tools to combine resources of IT, MBD, Finance and others to drive help revenue ROI analysis Client service support (pricing, budgeting, KM ) Communication!
28 Business Problem Firm needs to understand what BD initiatives are happening Tracks success/failure = ROI Allows marketing to provide support Minimize multiple attorneys pitching the same company Time data siloed in Elite Contact data siloed in InterAction How can we collect data into an actionable format that can be disseminated
29 Existing Information Sources Attorneys ALWAYS track time Attorneys USUALLY track expenses Existing mandatory process requiring partners to enter MBD data into a third system
30 Solution: CRM + Elite = Actionable Data Marriage of Elite and InterAction via SharePoint Intranet Portal Secretaries assign partner BD activities on contacts in InterAction quickly each month
31 From Elite to SharePoint
32
33
34 Into InterAction
35 Delivered to In Boxes
36 How Information Helps Ensures business development team can be in the know on partner activities Allows for ROI analysis Minimize instances of two attorneys, or groups, pitching the same company unawares Encourages collaboration Another data point in understanding how we acquire contacts
37 Communication Capabilities
38 Client Team Sites For client service, which is now essential to driving the bottom line. These are essential Document sharing Closed matter information Contacts Industry and client specific news Budgets Pricing proposals Fee agreements
39 Deeping Client Value
40
41
42 Time and Billing Time and Billing Qualified News Feed Time and Billing / Website CRM CRM Experience Proposal System
43 What else is out there? Choose the right internal team Ask all the right questions Pick the right development team Strategy first, technology last
44 Question and Answer
45 Thank you! Christina R. Fritsch, JD, ClientsFirst Consulting Jasmine Trillos Decarie, Foley Hoag LLP JTrillos Nicholas N. Varzandeh, Foley & Lardner LLP Keith N. Wewe, Content Pilot LLC
Committed to the Growth and Success of Our Clients. Essential Technologies for Business Development
Committed to the Growth and Success of Our Clients Essential Technologies for Business Development Christina R. Fritsch, JD CRM and Business Development Technology Success Consultant 15 years experience
More informationCommitted to the Growth and Success of Our Clients. The Road Ahead: Using Competitive Intelligence to Drive Business Development
Committed to the Growth and Success of Our Clients The Road Ahead: Using Competitive Intelligence to Drive Business Development CLIENTSFirst Consulting Almost 10 years experience working together with
More informationIN THE ABSENCE OF GOOD DATA ONE CANNOT MAKE GOOD BUSINESS DECISIONS
ONE CANNOT MAKE GOOD BUSINESS DECISIONS Ellen Freedman, CLM Law Practice Management Coordinator Pennsylvania Bar Association Please indulge me for a minute: reread the title of this article. OK, now one
More informationPredictive Marketing: Buyer s Guide
Predictive Marketing: Buyer s Guide Index Introduction 2 About This ebook 2 The Benefits of Using a Predictive Marketing Solution 2 Recommended Steps to Making an Informed Purchase 2 Step #1: How do you
More informationChoosing the Right Tools for an ABM Strategy...4 CRM...4 Marketing Automation...5 Data Analytics Software...6 Digital Advertising...
Contents What is Account-Based Marketing?...3 Choosing the Right Tools for an ABM Strategy...4 CRM...4 Marketing Automation...5 Data Analytics Software...6 Digital Advertising...6 Account-Based Marketing
More informationROI GUIDEBOOK MICROSOFT DYNAMICS SL
ROI GUIDEBOOK MICROSOFT DYNAMICS SL Corporate Headquarters Nucleus Research Inc. 100 State Street Boston, MA 02109 Phone: +1 617.720.2000 Nucleus Research Inc. TOPICS Enterprise Applications THE BOTTOM
More informationIN THE ABSENCE OF GOOD DATA ONE CANNOT MAKE GOOD BUSINESS DECISIONS
Ellen Freedman, CLM Freeman Consulting, Inc. Please indulge me for a minute: reread the title of this article. OK, now one more time please, and this time read it out loud. Chances are good that if you
More informationJames M. Pleasants Success Story
James M. Pleasants Success Story CUSTOMER PROFILE James M. Pleasants Company (JMP) was founded in 1958 as a stocking sales representative for Bell & Gossett products. The company has grown as an employee-owned
More informationHow Account Aggregation Can Lead You to Heaven or Trap You in Hell
How Account Aggregation Can Lead You to Heaven or Trap You in Hell BLUELEAF S ALL-IN-ONE CLIENT ENGAGEMENT SOFTWARE... BRINGS YOUR REPORTING & DATA WORLDS TOGETHER IN ONE, POWERFUL, INTEGRATED PACKAGE
More informationMarketing Technology s Broken Promises
Marketing Technology s Broken Promises (And How to Get What You Pay For) 1 Marketing technology comes with lots of promises: Just plug it in and press the button. Sit back as those high-quality leads roll
More informationImprove Your Hotel s Marketing ROI with Predictive Analytics
Improve Your Hotel s Marketing ROI with Predictive Analytics prepared by 2018 Primal Digital, LLC Improve Your Hotel s Marketing ROI with Predictive Analytics Over the past few months, you ve probably
More informationCustomer relationship management can sound intimidating to small- and mid-sized businesses. After all, if your company only has a handful of
Customer relationship management can sound intimidating to small- and mid-sized businesses. After all, if your company only has a handful of customers, why do you need a dedicated process or system to
More information10 Ways to Increase Your Recruitment Business Leads. World Class Staffing & Recruitment Software
10 Ways to Increase Your Recruitment Business Leads World Class Staffing & Recruitment Software www.adapt-recruitment-software.com +44 (0) 1903 Contents Page 10 Ways to Increase Your Recruitment Business
More informationMarketing Automation
Your Guide to Selling Marketing Automation This guide covers: What Is SharpSpring? Keys to Selling SharpSpring Benefits for Your Clients Common Objections and Questions Agency Partner Resources Grow your
More informationMore than Mobile Forms Halliburton s Implementation of an End to End Solution
CUSTOMER INTERVIEW More than Mobile Forms Halliburton s Implementation of an End to End Solution Hosted by: Mark Scott, VP Marketing, ProntoForms Yamina Hibbard, Global Asset Manager, Halliburton Mike
More informationMake Marketing Matter
whitepaper: Make Marketing Matter How to Build a Rock-Solid Demand Factory in Your Organization EXPAND MEASURE ATTRACT CONVERT ACME High Performance Marketing Marketing has been undergoing a transformation.
More informationCalifornia Firm Leverages Tabs3 to Reduce Document Processing to Focus More on Clients
CASE STUDY California Firm Leverages Tabs3 to Reduce Document Processing to Focus More on Clients Executive Summary Mission Reduce time lawyers and support staff spend on processing documents so they can
More informationBetter Together: Combining Your CRM Software with Marketing Automation
Better Together: Combining Your CRM Software with Marketing Automation Marketing software and CRM systems are complementary tools that only reach their full potential when paired together. Not only can
More informationSharepoint Best Practices Legal Tech New York February 2, 2009
Sharepoint Best Practices Legal Tech New York February 2, 2009 Speakers: Steve Fletcher Chief Information Officer Parker Poe Adams & Bernstein LLP stevefletcher@parkerpoe.com Meredith L. Williams, Esq.
More informationSugarCRM Sales Force Automation June 6, 2011
SugarCRM Sales Force Automation June 6, 2011 2010 SugarCRM Inc. All rights reserved. Increase the Productivity of Your Sales Force Organize sales information into a single system Improve the productivity
More informationCustomer Message Management
Customer Message Management Increasing Marketing s Impact on Selling Our marketing and sales communication challenges Rank the following concerns for you and your company? (1 = biggest concern 5 = least
More informationTHE FUTURE OF CX. What Comes After CXM? Helping Customers Help Other Customers. Authors
What Comes After CXM? Helping Customers Help Other Customers Authors Steve Goren Managing Partner, BFS, Consulting & Service Integration, Tata Consultancy Services Anthony Butler Director CX Practice,
More information10 STEPS TO FINDING THE RIGHT CLASS MANAGEMENT SOFTWARE FOR YOUR SCHOOL
10 STEPS TO FINDING THE RIGHT CLASS MANAGEMENT SOFTWARE FOR YOUR SCHOOL Introduction Investing in technology can make your school or program more efficient, increase revenues, reduce costs, and improve
More informationSimplifying Auction Charges
Simplifying Auction Charges The role of AutoIMS in remarketing is to save time and money while enabling compliance for consignors and auctions. Yet, after all these years, not all parties make the most
More information100 Classified Ad Examples & Resources
100 Classified Ad Examples & Resources The purpose of any ad is to get responses. You can use the following ad examples exactly as they appear, mix and match, or edit them as they fit your preferred investing
More informationTen Tips for Accelerating Your Pipeline. Shorten the sales cycle and bring in more revenue no additional headcount required.
Ten Tips for Accelerating Your Pipeline Shorten the sales cycle and bring in more revenue no additional headcount required. INTRODUCTION Why choose marketing automation? The average sales cycle length
More informationMarketing Automation and CRM Integration. How and Why Marketing Automation and CRM Integration is Necessary for Success
Marketing Automation and CRM Integration How and Why Marketing Automation and CRM Integration is Necessary for Success The single most important criteria for sales and marketing success is the alignment
More informationThe Beginner s Guide to CRM
The Beginner s Guide to CRM AGENCY LOGO Customer relationship management can sound intimidating to small- and mid-sized businesses. After all, if your company only has a handful of customers, why do you
More informationMARKETING AUTOMATION BROUGHT TO YOU BY. SuccessFlow
MARKETING AUTOMATION A TA C T I C A L G U I D E T O S U C C E S S BROUGHT TO YOU BY SuccessFlow How do successful companies manage marketing automation? WHAT OUTCOMES YOU SHOULD EXPECT Beginning purely
More informationBest Practices for On- and Off- Boarding Lateral Attorneys
Best Practices for On- and Off- Boarding Lateral Attorneys Beth Chiaiese, CRM Director, Professional Responsibility & Compliance Attorney Advertising Prior results do not guarantee a similar outcome Models
More informationLaw Firms in Business Development Transition. A survey of 400+ U.S. legal marketers and business development professionals
Law Firms in Business Development Transition A survey of 400+ U.S. legal marketers and business development professionals With increasing attention being focused these days on law firms transitioning from
More informationOracle CRM: It s Really Better Than Salesforce.Com When You Do It Right
Oracle CRM: It s Really Better Than Salesforce.Com When You Do It Right By Patrick Krause, IT Convergence Prologue Like most medium-sized business-to-business service providers space, my organization brought
More informationHOW BEST-IN-CLASS DEALERS ARE MAKING MORE CUSTOMER CONNECTIONS
: HOW BEST-IN-CLASS DEALERS ARE MAKING MORE CUSTOMER CONNECTIONS SEE HOW YOUR CRM UTILIZATION AND LEAD PROCESSES STACK UP EXECUTIVE SUMMARY The CRM is a relatively recent addition to the automotive dealership,
More informationWhere CRM Falls Short
Where CRM Falls Short Understanding the Problem Lead Management Facts Resistance is Futile Building a Monster Building vs. Buying a Solution Understanding the Problem Big and small companies that rely
More informationTHE MOBILE OPPORTUNITY CRM FOR ON-THE-GO SALES TEAMS
THE MOBILE OPPORTUNITY CRM FOR ON-THE-GO SALES TEAMS 1 A DEVICE-DRIVEN WORLD FOR THE NEXT GENERATION Mobile devices, smartphones and tablets have surpassed desktops as the leading digital platforms. 60%
More informationNever Stop Communicating
1 Never Stop Communicating It s no secret that in order to be a successful RV business, you must rely on bringing in new customers and keeping your current ones. On average, a customer will look to trade-in
More informationYOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO OPERATE A MODERN CRM
YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO OPERATE A MODERN CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for
More information5 Ways to Automate Collaboration Between Sales Teams and Everyone Else
5 Ways to Automate Collaboration Between Sales Teams and Everyone Else Table of Contents Introduction 01 Smartsheet 02 for Salesforce Common 04 Salesforce Challenges Use 09 Cases Conclusion 13 Introduction
More informationSMB s using BI to gain a competitive
SMB s using BI to gain a competitive edge Eight advantages that BI brings to your business sales and marketing efforts The business value that business intelligence (BI) provides is the enhanced capability
More informationPRODUCT IDEATION SAAS ACADEMY
PRODUCT IDEATION SAAS ACADEMY PRODUCT IDEATION Perhaps you re a development agency or a design agency, and you ve been doing work for other people for awhile now. In the process you ve probably found opportunities
More informationMaximizing Remote Access ROI. Five ways remote access software improves your business.
Five ways remote access software improves your business. 2 Something Has to Change Improved Internal Efficiency You know that you need to improve your business processes, but you re struggling to find
More informationTHE NEW RULES OF PRODUCT MARKETING
THE NEW RULES OF PRODUCT MARKETING DAVID KEITH DANIELS The Transformation of Product Marketing from Tactical Sales Support to a Strategic Powerhouse THE NEW RULES OF PRODUCT MARKETING The Transformation
More informationWINNING PLAYBOOKS for Revenue Funnel Success
WINNING PLAYBOOKS for Revenue Funnel Success INTRODUCTION Hut, Hut, Hike! Take Revenue to the End Zone with Data-Designed Actions Marketing and sales teams have to be ready to call the right plays at every
More informationSales Process Courseware. Sample Slides from Roll-out Courseware
Sales Process Courseware Sample Slides from Roll-out Courseware Ground Rules P G E Things we wont do Phone Calls Emails Projects Side Bars We will collect a $5 donation for every sidebar conversation,
More informationA guide to SOCIAL SELLING
A guide to SOCIAL SELLING THE CONTENTS QUICK STATS QUICK STATS 1 WHAT IS SOCIAL SELLING? 2 SOCIAL SELLING ANATOMY 3 FIVE PILLARS OF SOCIAL SELLING 4-9 SOCIAL HACKS & TIPS 10-12 REF REFERENCE 13 QUICK STATS
More informationWHY YOU NEED TO FIRE YOUR CUSTOMERS
Login WHY YOU NEED TO FIRE YOUR CUSTOMERS March 13, 2015 Latest News customer, focus, profit margin Carl Allen Yes, you read that correctly, but let me explain. If you have great customers that are easy
More informationWHITE PAPER. Six Simple Steps to Improve Service Quality and Reduce Costs
WHITE PAPER Six Simple Steps to Improve Service Quality and Reduce Costs INTRODUCTION Do you have challenges with maintaining your SLA commitment? Does your customer support department get more complex
More informationDistributor Qualification Profile
Distributor Qualification Profile Contents Page 1. About PMG Technology Services 2. CallMAX 360 3. Independent Distributor Responsibilities 4. Support and Training 5. Financial Requirements 6. How to get
More informationAn overview of the best CRM for real estate
An overview of the best CRM for real estate What is Freshsales Freshsales is a sales CRM for teams who don t want to juggle between multiple tools. It offers everything a salesperson needs built-in phone
More informationNot all payroll solutions are created equal. Get the facts and choose the best payroll option for your company
Not all payroll solutions are created equal Get the facts and choose the best payroll option for your company 2 Apples and oranges and lots of them Software, outsourcing, service bureau, ASO, PEO it s
More information8TIPS. for Successful CRM Implementation
8S for Successful CRM Implementation 8 S 1. Use the CRM system 2. Customize the system at all possible levels. 3. Don t force-fit features you don t need. 4. Automate routine. Use your time for what s
More informationPSA solutions deliver a significant ROI
PSA solutions deliver a significant ROI A white paper that discusses the Return-On-Investment that companies realize from using Professional Services Automation (PSA) to automate the operations of a project-based
More informationGUIDEBOOK ADAPTIVE INSIGHTS
GUIDEBOOK ADAPTIVE INSIGHTS December 2013 July 2013 Document NX THE BOTTOM LINE Although corporate performance management (CPM) solutions have been in the market for some time, a new set of vendors such
More informationWhen we group these different methods into categories, outbound marketing proves to be the most effective for generating B2B leads
% 2 B2B marketers spend a lot of time talking about inbound marketing, but that doesn t make outbound marketing irrelevant. In fact, outbound marketing is still the most effective way to generate B2B leads
More informationSTATE OF ACCOUNT-BASED SALES DEVELOPMENT REPORT HOW DIGITAL AND SOCIAL ACCELERATE ABSD
STATE OF ACCOUNT-BASED SALES HOW DIGITAL AND SOCIAL ACCELERATE ABSD CONTENTS EXECUTIVE SUMMARY 3 WELCOME 4 SURVEY STATISTICS 7 SECTION 1: OUTCOMES & SATISFACTION 9 SECTION 2: SOCIAL AT THE CORE OF MODERN
More informationStep-by-step CRM data analytics for sales teams. How to go beyond metrics and find actionable insights to improve sales performance
Step-by-step CRM data analytics for sales teams How to go beyond metrics and find actionable insights to improve sales performance On average, On average, Finding insights is hard don t make it any harder
More information7 STEPS. - to - Designing an Incentive Compensation Plan that Drives Sales Per formance
7 STEPS - to - Designing an Incentive Compensation Plan that Drives Sales Per formance S ales organizations focus intensely on improving sales plan compensation, and for good reason: 74% of companies surveyed
More informationebook PSA Buyer s Guide What every managed service provider needs to know before buying a business management platform
ebook PSA Buyer s Guide What every managed service provider needs to know before buying a business management platform The One Solution to Manage Your IT Business Small to medium sized businesses (SMBs)
More informationTRANSITIONING YOUR BUSINESS WHAT YOU NEED TO KNOW
TRANSITIONING YOUR BUSINESS WHAT YOU NEED TO KNOW Thinking about transitioning your business undoubtedly raises questions and concerns. You ve likely considered factors such as payouts, technology solutions,
More informationTHE FIELD GUIDE TO CPG MOBILE APPS 1 THE FIELD GUIDE TO CPG MOBILE APPS
THE FIELD GUIDE TO CPG MOBILE APPS 1 THE FIELD GUIDE TO CPG MOBILE APPS INTRODUCTION Finding the right mobile apps for your consumer goods field team can be a difficult task. With so many options and places
More informationHow to Facilitate Lawyer Adoption of a New Pricing and Budget Management Tool
THOMSON REUTERS LEGAL EXECUTIVE INSTITUTE How to Facilitate Lawyer Adoption of a New Pricing and Budget Management Tool By Elisabet Hardy, Justin Farmer and Colleen Scimeca Given the increased importance
More informationWAV Group 2019 CRM Effectiveness Survey CRM: THE KEY TO DRIVING SUSTAINABLE BROKER PROFITABILITY
WAV Group 2019 CRM Effectiveness Survey CRM: THE KEY TO DRIVING SUSTAINABLE BROKER PROFITABILITY CRM: THE KEY TO DRIVING SUSTAINABLE BROKER PROFITABILITY here are tons of competing interests trying to
More informationENABLE MORE EFFECTIVE SALES CALLS
the day, it all comes down increasing revenue while decreasing cusmers happy. That s not necessarily an easy task! Businesses need clear insight in the trends of the marketplace, they need sell aggressively
More informationebook PSA Buyers Guide What every service provider needs to know before buying a business management platform.
ebook PSA Buyers Guide What every service provider needs to know before buying a business management platform. The One Solution to Manage Your IT Business Small to medium sized businesses (SMBs) are looking
More informationRecruiting Leader s Guide to Direct Hire Agency Planning
Recruiting Leader s Guide to Direct Hire Agency Planning Setting Your Agency Recruiting Strategy for 2016 Recruiting Leader s Guide to Direct Hire Agency Planning 2 INTRODUCTION Direct hire agencies are
More informationThe Case for an LMS. How to Build a Business Case for a Modern Learning Management System. By Tim Armstrong. ExpertusONE Case Study
ExpertusONE Case Study Expertus White Paper Expertus 2017 The Case for an LMS How to Build a Business Case for a Modern Learning Management System By Tim Armstrong 01 Contents Let the LMS Buyer Be Right
More informationHappy Customers, Happy Bottom Line. Provide top customer experiences with agile customer care.
Happy Customers, Happy Bottom Line. Provide top customer experiences with agile customer care. The World of Customer Experience Has Changed The importance of agility in business is not breaking news. With
More informationDefinitive Guide for Better Pricing. Build a solid pricing foundation that will help you create consistent sales and profit growth.
Definitive Guide for Better Pricing Build a solid pricing foundation that will help you create consistent sales and profit growth. INDEX Introduction 2 Identifying New Customers 4 Here Are Some Questions
More informationCALCULATING THE ROI OF LEAD NURTURING
Definitive Guide to Lead Nurturing Lead Calculating the ROI of Lead Nurturing In Part One of the Definitive Guide to Lead Nurturing, we learned the value of lead nurturing done well, and in Parts Two and
More informationSharePoint. The next eqms solution. Shaun Pitt
SharePoint The next eqms solution Shaun Pitt Agenda Introduction What is SharePoint Why organisations are choosing SharePoint SharePoint as a platform for Quality Systems Q and A Who is QikSolve and what
More informationFundamentals of Lead Nurturing
Fundamentals of Lead Nurturing Marketing Automation The Fundamentals of Lead Nurturing Lead Nurturing The Net-Results Master s Series started as an idea to summarize the success components of a Revenue
More informationMOBILE WORKFORCE MANAGEMENT. tips
MOBILE WORKFORCE MANAGEMENT s Mobile Workforce Management Tips A well thought out mobile workforce management strategy is what enables 21st century organizations to compete in today s customer service
More informationToni Navy, Business Strategy Expert Long Biography for Print and Talk Summary
Toni Navy, Business Strategy Expert Long Biography for Print and Talk Summary Toni Navy is a Business Strategy Expert and #1 Best Selling Author. She s known for providing innovative strategies for entrepreneurs
More informationSales Performance Technology. Evaluation Checklist
Sales Performance Technology Evaluation Checklist Sales Performance Technology Evaluation Checklist Introduction There are good reasons to invest in sales performance technology. Maybe you are looking
More informationWhy would a business use YouTube?
Why would a business use YouTube? YouTube can provide a huge bang for your marketing buck. That s because YouTube delivers a huge audience for very little investment. Large businesses have long embraced
More informationEMBRACING TECHNOLOGY Q&A WITH MARK SINANIAN
SPEAKEASY EMBRACING TECHNOLOGY Q&A WITH MARK SINANIAN SENIOR DIRECTOR, SOLUTIONS MARKETING CANON SOLUTIONS AMERICA By Patricia Ames During a recent interview Mark Sinanian, senior director of marketing
More informationYour Complete CRM Handbook Everything you need to know to get started with CRM
Your Complete CRM Handbook Everything you need to know to get started with CRM Introduction CRM is much more than a buzzy acronym that s been tossed around the business and sales world for the past decade
More informationAgenda: why?...we re here. where do we start? ...some wrap-up FUTURELAB
Advanced Steps To Ensure YOU Don t Make ANY People Mistakes In Your Company Jim Hunter, President & CEO Agenda: why?...we re here where do we start?...some wrap-up FUTURELAB we re here each time we try
More informationWHITE PAPER HR Tech Implementation Checklist
WHITE PAPER HR Tech Implementation Checklist 2 HR Tech Implementation Checklist WHITE PAPER Executive Summary HR software plays an integral part in how a business operates every employee in your organization,
More information5 Practical Ways to Rein in LEGAL SPENDING THIS YEAR
5 Practical Ways to Rein in LEGAL SPENDING THIS YEAR If you re like most companies, you ve already grown accustomed to doing more with less. It s easier to cut the less essential costs first, but what
More information7 STEPS TO SUCCESSFUL RETENTION AUTOMATION YOUR GUIDE TO MAXIMIZING REVENUE FROM YOUR CUSTOMER DATA
7 STEPS TO SUCCESSFUL RETENTION AUTOMATION YOUR GUIDE TO MAXIMIZING REVENUE FROM YOUR CUSTOMER DATA It costs a lot to acquire a new customer, but most will make a single purchase and then leave. A repeat
More informationCustomer Relationship Management (CRM) system for Business
Customer Relationship Management (CRM) system for Business Best Suited for: Corporate any others organization of Credit Rating Industry, Trading & Service Organization Used Technology: C#, ASP.NET, SQL
More informationThe mission of Tenfold is to improve user productivity by automating the workflow of customer facing employees.
The mission of Tenfold is to improve user productivity by automating the workflow of customer facing employees. Agenda Battlecard - Pitch, Discovery, Pain, Benefits SkySwitch helps companies in
More informationSTRATEGIC PLANNING: KEY TO SMART GROWTH 2015 THOMSON REUTERS AND MANAGING PARTNER FORUM MID-SIZE AND SMALL LAW FIRM SURVEY
MPF STRATEGIC PLANNING: KEY TO SMART GROWTH 2015 THOMSON REUTERS AND MANAGING PARTNER FORUM MID-SIZE AND SMALL LAW FIRM SURVEY by Managing Partner Forum and Thomson Reuters August 12, 2015 1020 Rosedale
More informationMeasuring to demonstrate. Which metrics should you use and when?
Measuring to demonstrate value in a tough economy Which metrics should you use and when? by Merry Elrick If you calculate ROI with help from the C-suite, you will have the quantitative rigor required to
More informationCOMMERCIAL PILLARS IN GRASSROOTS SPORT 2014 WHITE PAPER - CONDENSED VERSION
COMMERCIAL PILLARS IN GRASSROOTS SPORT 2014 WHITE PAPER - CONDENSED VERSION EXECUTIVE SUMMARY Sustainability of the community grassroots club structure is on the minds of progressive sports administrators
More informationMeeting Guide and Agenda by Course
Meeting Guide and Agenda by Course Kickoff Meeting 1. Introduction of all attendees. 2. Go over the purpose of the program. Explain why the firm has chosen to invest in the program and how the program
More informationDriving sustainable enterprise programs
Driving sustainable enterprise programs August 21 st 2014 Colin Nelson Director of Strategic Consulting Email: colin.nelson@hype.de Twitter: @colin_at_hype Introduction: Colin Nelson Director of Strategic
More information7 STEPS TO SUCCESSFUL RETENTION AUTOMATION YOUR GUIDE TO MAXIMIZING REVENUE FROM YOUR CUSTOMER DATA
7 STEPS TO SUCCESSFUL RETENTION AUTOMATION YOUR GUIDE TO MAXIMIZING REVENUE FROM YOUR CUSTOMER DATA It costs a lot to acquire a new customer, but most will make a single purchase and then leave. A repeat
More informationCHAPTER 3. Architectural Insanity. Insanity: doing the same thing over and over again and expecting different results.
CHAPTER 3 Architectural Insanity Insanity: doing the same thing over and over again and expecting different results. Albert Einstein Architect, for some reason your thinking can sometimes get out of whack
More informationA CLEAR DIFFERENCE. Why We Are Significantly Better Than Other Digital Marketing Training Companies. Digital Marketing Skill Institute
Digital Marketing Skill Institute A CLEAR DIFFERENCE Why We Are Significantly Better Than Other Digital Marketing Training Companies Earn Globally Recognised Certifications with a Professional Diploma in
More informationDEVELOPING A PERSUASIVE BUSINESS CASE FOR CRM. Glenda Parker
DEVELOPING A PERSUASIVE BUSINESS CASE FOR CRM Glenda Parker CONTENTS INTRODUCTION 2 1. HAVE AN EXECUTIVE SUMMARY (BUT WRITE IT LAST) 3 2. CLEARLY OUTLINE THE PROJECT PURPOSE 3 3. IDENTIFY ALL KEY STAKEHOLDERS
More informationWhat is the Buyer s Journey?
What is the Buyer s Journey? What is the Buyer s Journey? It s the process of realizing you have a problem, researching solutions, and deciding what to purchase. Think about the last time you took your
More informationTurnkey Step-By-Step Business Finance & Credit System With Virtual Coaches. Help small business owners build business credit and optimize their
Turnkey Step-By-Step Business Finance & Credit System With Virtual Coaches. Help small business owners build business credit and optimize their personal credit. Help small business owners become lender
More informationchapter THE STATE OF Social Selling How to access 44,000 untapped business opportunities a month The State of Social Selling REPORT 2017
chapter 2 1 2017...? THE STATE OF Social Selling How to access 44,000 untapped business opportunities a month by introduction 2 Social selling is the process of finding leads & developing personalized
More informationVIDEO 1: WHY ARE CONTACTS SO IMPORTANT?
VIDEO 1: WHY ARE CONTACTS SO IMPORTANT? Hey, it s Kyle from HubSpot Academy. Let s talk about contacts. Contacts are the most fundamental part of any CRM. They re your prospects and customers--the living,
More informationImpact of Artificial Intelligence on Recruiting
Impact of Artificial Intelligence on Recruiting Faster, Cheaper, and more Predicable How AI is solving the biggest recruiting inefficiencies The most important general-purpose technology of our era is
More informationGet a Leg Up Before the RFP Hits the Street
Get a Leg Up Before the RFP Hits the Street Kathy Nanowski, CPSM Vice President Director of Marketing & Business Development Agenda 1. Prepositioning - Sales Funnel Stages 2. Capture Plan 3. What Sales
More information