Dan Dowling

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16 Apr: 4 Key Learnings From the 2019 LMA Annual Conference [Infographic]

Legal marketers have the tough task of trying to grow revenue in an industry that has seen a record number of mergers, acquisitions, and, of course, competition. They need new tactics, new technologies, and new processes to help attract and win new business for their firm.

The Legal Marketing Association’s (LMA) annual conference highlights the latest trends and best practices that drive tangible results for law firms. As a result, more than 1,400 legal marketing professionals descended upon Atlanta for this year’s conference April 8-10.

If you weren’t able to attend but still want to benefit from the latest…

By Dan Dowling Business Marketing

09 Apr: 4 Key Takeaways from MarTech West 2019 [Infographic]

Not seeing the desired ROI from your marketing technology? Lack the time to effectively measure your technology? Want advice on how you can remove the cultural resistance to change? In search of a technology solution for an emerging problem?

A crowd of senior-level marketers looking for answers to all of these questions descended on San Jose, Calif., April 3-5 for the 2019 MarTech West Conference.

If you didn’t get a chance to sit in on the 50+ MarTech sessions on the future of MarTech, maximizing the value of customer data, using technology to increase efficiency, and so much more,…

By Dan Dowling AEC Business Development

04 Apr: Four ways to grow your AEC client roster with relationship mapping

In an effort to jumpstart
lagging productivity , the architecture, engineering and construction industry is looking to cutting-edge technology, like augmented reality, artificial intelligence and machine learning.

It makes sense. Artificial intelligence is already revolutionizing logistics, construction, and even design. Now it’s simplifying how AEC firms build the business relationships that matter.

By Dan Dowling AEC Events

22 Mar: 3 Marketing Trends at SMPS Southeast 2019 [Infographic]

The 2019 SMPS Southeastern Regional Conference, held March 18-20, drew sellers, strategists, and managers from across the architecture, engineering and construction (AEC) industry. Together, they covered topics from volunteering and training to using creativity to engage an audience and solve common business problems.

If you missed it, don’t worry. We’ve got you covered. Check out our infographic to get a quick download of the key themes, top tweets and trends, and read on for the insights we gathered on marketing trends set to shake up the AEC landscape this year and beyond.

1. Emotions make marketing stronger

Marketers and…

By Dan Dowling Business Development Legal Legal Relationship Intelligence

14 Mar: How to Cultivate the Elements of a Successful Business Development Strategy

The Four Elements of Business Development: Get Them All

Is your legal firm struggling to grow? As I talked about in my last post, in the face of flat-lining legal services demand, a strong business development strategy is more important than ever if you want to expand.

In that post, we ran through the four revenue-generating elements of business development: customer retention, cross-selling, upselling and prospecting. And I shared how enterprise relationship management platforms, like Introhive, makes it easier for firms (like Fenwick & West LLP) to include all four in their daily processes.

Now, let’s see if you know…

By Dan Dowling Business Development Legal

12 Mar: 4 Key Elements of Successful Law Firm Business Development Strategy

Legal services demand has flatlined, stymying business development and marketing, leading some experts to point to increasing client dissatisfaction and the rapid growth of in-house legal departments as the cause.

But whatever the reason, a strong business development strategy that drives revenue and retains clients is more important than ever. Are you on the right track?

To be sure your business development plan is up to the task of dealing with today’s shrinking legal prospects, check out this list of four must-have elements.

The 4 Elements of Strong Business Development Plans Element #1: Customer Retention

Acquiring new…

By Dan Dowling Business

05 Mar: How to Navigate Your Digital Transformation Journey

The vast majority of businesses—89 percent—have, or are plotting out, a digital strategy. But a plan alone doesn’t guarantee success. In fact, 75 percent of digital transformations fail to deliver a return on investment.

The obstacles are many: from technology selection and implementation to adoption and cultural change, the digital transformation journey is a long and complex path that is filled with road blocks.

Find out how Introhive can help you navigate around the barriers on your digital transformation journey. Check out our advice-packed, how-to guide, The Digital Transformation Journey Playbook.

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In this guide,…

By Dan Dowling Business Development Customer Relationship Management (CRM) Relationship Intelligence

11 Feb: 5 Tips for Better Relationship Management in 2019

Which of the following is on your business development to-do list for 2019?

Close more new customers Decrease customer churn Increase referrals All of the above

If you didn’t answer D, you’re either wildly successful (in which case, congratulations!) or you’re in trouble. But regardless of your answer, the real question is: What will it take to meet your goal?

Prospecting is hard—it takes about 18 calls to connect with a buyer. And customer retention has its own challenges, as unhappy customers are more likely to simply leave you than complain.

But never fear. This list of 2019’s…

By Dan Dowling Business Development Events News Professional Services

31 Jan: Introhive Launches Middle East Expansion Strategy

Relationship intelligence leader hosts
first regional seminar in Dubai, UAE

Dubai, United Arab Emirates, January 31, 2019 — Introhive, the market leader in relationship intelligence and sales automation technology, recently launched its market expansion strategy in the Middle East during the company’s first seminar in the region.

The first of a series of seminars, the Jan. 23 event was co-hosted by PwC and the Consulate General of Canada in Dubai at the Dubai Sofitel hotel.

Introhive plans to partner with its network of expert consultants on the seminars. Each seminar will showcase customer success stories with an aim to…

By Dan Dowling Business Development Data Quality Management Relationship Intelligence

10 Jan: 3 Ways Introhive Can Help You Migrate From Data.com Before It’s Retired

Data.com, Salesforce’s first complete data enrichment solution within the platform, is headed for retirement.

By now, you’ve likely heard the news. Data.com will be officially retired on July 31, 2020. According to Salesforce, the decision to end service was made based on overwhelming feedback from users who were not happy with the quality of data provided by Data.com. But what about current customers of Data.com?

Salesforce customers will still need solutions to help keep data clean, accurate, and up to date. In order to keep up with their data cleanse efforts, Data.com customers will be able to select from other…

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