You are leaving a lot of money on the table by not utilising your CRM technology, and no, I’m not referring to the amount your firm spent to acquire it!
Let me illustrate a scenario.
As you prepare for the upcoming year, you should be developing your business development (BD) strategy. If it’s a serious plan, it should include a targeted list of organisations (especially if your clientele is primarily B2B) that you wish to convert into clients or a list of current clients you want to engage across various practice areas within your firm. As you craft your engagement strategies or client relationship plans, how can you proceed without using your CRM technology?
Are you playing? 😂
For the organisations you want to win as clients, wouldn’t you want to know if your firm has had any previous interactions with them? This way, you won’t start from scratch and can build on existing relationships. If the relationship has faltered or if they showed a lack of interest, wouldn’t you want to understand why? This knowledge would enable you to devise a more effective strategy.
And for your existing clients, how can you cross-sell services without reliable information?
Using CRM tech doesn’t diminish the need for human interaction; in fact, it facilitates targeted and productive conversations by providing you with valuable insights.
With user-friendly products like Nexl (actually I became an evangelist of the game changing power of using CRM because of Nexl) there’s no excuse for not leveraging these tools.
I hope that, through these three part posts, I’ve been able to convince you, not confuse you, dear lawyer, to use that CRM tech today.