Insights from ILTA 2012

Hear from some our industry experts discuss trends and insights from this year’s ILTA conference.

Playing on the Winning Side of the RFP Game


Rich Westle of ANSOR Software addresses critical changes in law firm business development, notably the rapid increase in requests for proposal (RFPs). Westle makes the case for using programs familiar to lawyers and business developers – such as Microsoft® SharePoint® and Office – so proposal content is kept updated. Spotlighting recent relevant experiences, he says, is crucial to a firm’s RFP success.


Brad Sidwell, Senior Director of Sales for LexisNexis, says it’s vitally important for law firms to use Customer Relationship Management (CRM) to maintain a centralized database of prospect and client data. According to Sidwell, having high-quality experiences in place in your CRM program allows you to respond without delay to RFPs, significantly improving your firm’s odds of success.
 
The Social Side of Customer Relationship Management


Toni Minick, Senior Product Manager for LexisNexis, is a big fan of adding social media to your law firm’s customer relationship management (CRM) mix, and thinks you should “Like” it, too. Minick says adding “Like” buttons to your Social CRM – along with share buttons for Twitter and LinkedIn – helps you better engage clients and potential clients, in turn leading to stronger relationships and more business.


Matt Thompson, Head of Customer and Partner Relations at LexisNexis, thinks it’s time for law firms to get more social with their customer relationship management (CRM) programs. After all, he says, the real “rainmakers” in legal get that way by creating very personal relationships with their clients, and adding social to CRM is an ideal way to start and build those personal relationships.
 
Finding the Sweet Spot for Law Firm Profitability


Dan Ronesi, Senior Business of Law Consultant for LexisNexis Redwood Analytics, makes the case for using business intelligence to help your law firm achieve greater profits in the future. By collecting and analyzing data from past successes and failures, Ronesi says legal groups can create templates for the types of clients and projects that offer the greatest returns on their unique capabilities.
 

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