Use your CRM to reduce your firm's risk of forgetting about work introducers
Simon McNidder
I help professional service firms see who-knows-who, understand relationships, cross-sell & track their referral networks
CRMs aren't just about getting more BD opportunities…
They can help you reduce your firm's risks - if you are able to set them up to do this.
Yes, CRMs can help your lawyers give a great client experience, or client journey.
They help by showing your lawyers relevant information that they can act on.
Note showing them. Not making them hunt for it.
Please don't tell me your CRM makes your lawyers hunt for information. It's 2023, not 2003.
CRMs should spoon-feed.
CRMs should hand-hold.
CRMs should make life effortless, NOT harder.
CRMs should show your law firm opportunities and risks you may have missed.
Risks that your firm can then monitor, manage and turn to your advantage.
For example....
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Imagine you have a network of work referrers that point new work your way.
Most likely, they generate the most work for you.
Do you know if your teams are in regular correspondence with them? Making sure your firm is at the front of their minds?
How would you know? Presumption?? ? ? Trust?? ? ? Hope?
Yes, your BD rainmakers will be doing this with their eyes closed and in their sleep. But what about your other lawyers?
Without your lawyers having to do anything like database admin or chores (BD?), as long as your CRM captures if your lawyers are taking people out for a coffee, corresponding via email, or having a meeting etc., you should be able to see who is being contacted; too much, about right, not enough, or completely forgotten about. Effortlessly.
Readers with little kids will realise the original story only had three bears...
As your firm's BD or leadership team, you'll know you need to know what is going on. Or what isn't going on.
Knowing this enables you to remind / prompt / nudge / poke your teams about keeping in regular contact with work introducers.
Dead easy for you if you receive pre-set inbox prompt that tells you just this - harder when you have to search your CRM and notify your teams manually.
Which is why Promptr has that inbox prompt, of course.