08 Jun: The Motivation For Law Firms To Adopt CRM

Lawyers have a reputation for being tech laggards. While some lawyers embrace tech-aversion as if it were some quirky idiosyncrasy, most are eager to adopt technology when the advantages are clear. Lawyers are paid to be discerning and trained to identify leverage, and when a law firm’s tech initiative does not align with its lawyers’ best interests, it is doomed from the start. This dynamic exists in other industries, but the legal sector is especially sensitive to it.

This can be seen in customer relationship management (CRM) adoption. Most law firms have adopted a CRM system, but, in general, lawyers…


19 Apr: 9 Experts Reveal Secrets to Win More Clients in Today’s Legal Marketplace

In March, we surveyed law firms throughout North America to find out what separates the most successful from the rest. We compiled the most important findings in our latest ebook, Playbook: Sharpen Your Law Firm’s Competitive Edge. It provides a snapshot of the state of today’s legal marketplace and pinpoints the greatest opportunity to bridge legal marketing gaps that will make way for more clients.

To help you take advantage of the insight revealed in the survey, we brought together some of the nation’s leading business development experts to respond to our findings:

Heidi K. Gardner, PhD Author, Distinguished…


11 Apr: 4 Ways Osler Uses the Latest Data Technology to Build Better Business Relationships

If you think that your stellar work is enough to drive business to your law firm, think again and pay attention to what Milosz Skrzypczak has to say.

“Top-notch legal work is table stakes…relationships are the cornerstone of business.”

This is why Milosz, Director of Market Intelligence for Osler, Hoskin & Harcourt LLP, and his colleague, Harshal Dalal, Senior Manager, Marketing Technology and Analytics, have been leading the charge to identify technology to help them advance their firm’s relationships.

“We were making significant investments in technology and we wanted to leverage what we were investing in to make sense of…


10 Apr: 5 Key Takeaways From the 2017 LMA Annual Conference

Some of the smartest legal marketing professionals cam together for the 2017 LMA annual conference. The conversations ranged from new technology, leadership styles, and what successful firms do differently for their employees and their clients. The underlying theme was that legal marketing professionals, and law firms at large, are beginning to embrace and wield the power of technology and automation for the benefit of their clients and their internal teams. This infographic details the five key takeaways from the conference.

Introhive was proud to be among such great company at this year’s LMA conference. If you’d like to see how…


27 Mar: 4 Introhive Benefits that Help Fenwick & West Clear Major CRM Hurdles

In the race to win more business, many law firms have embraced CRM. But for too many, the investment isn’t advancing them fast enough.

Consider a study by the Legal Marketing Association and Bloomberg Law. They surveyed 172 business development and marketing professionals, and more than 100 partners. While 96% said they had or desired CRM, only 48% of marketers and 61% of business development professionals report using it. Cost, complexity, lack of effective integration and proper training were the most common reasons cited for not being able to use CRMs to their potential. Therefore, the study states that the…


24 Mar: British Law Firm Biz Dev Pro Reveals the Secret to Making a CRM Drive Business

If you’re frustrated with your CRM and are certain there’s a better solution out there, you’re right and you’re wrong, says Susanne Pugsley, Founder of Pugsley Sidwell Business Development, a business development consultancy for the professional services sector.

“It’s really a matter of checking to see  whether it’s a problem with the CRM, or a problem with the information that’s held within it, and the processes used to access and update that information,” she explains. “I think that there are plenty of CRMs on the market that could work perfectly well, but they’ve been populated and maintained badly.”

CRM as…


21 Mar: Yolanda Cartusciello Shares Why the LMA Annual Conference is Her Must-Attend Event

Yolanda Cartusciello, a Partner with the legal consulting firm, Bernero & Press, has made it her mission to attend the Legal Marketing Association (LMA) Annual Conference for more than a decade. And if she hasn’t shown up it’s because she sent one of her employees instead.

“The hardest thing for me, when I worked as a law firm Chief Marketing Officer, was getting enough budget to send my team members to the LMA Annual Conference,” she admits. “There was content specific to all the different levels of people I had in my group. The LMA does an outstanding job of…


20 Mar: 2017 LMA President Jill Weber Shares How the LMA Conference Advances Careers Faster

Whether you’re new to legal marketing or a well-seasoned pro, you’re going to walk out of the Legal Marketing Association conference with exclusive insight that will help you do your job better and advance your career.

“There’s no other event that offers the depth and breadth of legal marketing knowledge,” says Jill Weber, 2017 President of the Legal Marketing Association (LMA). “You’ll be constantly learning, during educational sessions and even networking and social events.”

Jill relates her own conference experience. During lunch at the 2014 LMA Annual Conference in Orlando, Jill was seated next to a marketing professional from a firm…


02 Mar: How Law Firms Can Solve CRM Adoption

If you want a litmus test to see if your law firm will survive in the long term, consider how eagerly your lawyers adopt CRM.

“CRM enable us to effortlessly communicate with our most important audience: clients, referral sources, prospects, and friends of the firm…this is our gold. Without these folks, we don’t have a law firm,” explains John Remsen, Jr., President and CEO of The Remsen Group.

John’s knowledge is based on decades of helping law firms develop and implement long-term strategic  marketing and business development objectives. In fact, he recently discussed with us his eight strategies for building a…


16 Feb: 4 Procurement Trends that Every Partner Should Know About

While procurement has long kept close watch over spending on outsourced services, law firms were exempt from their influence. But challenging economic times have forced Fortune 500 companies, and their international equivalents, to expand procurement’s influence to their legal departments. So if you want to work with these business leaders, you better become accustomed to dealing with procurement first, according to the 2016 Legal Procurement Survey, published by the Buying Legal Council.

“It has definitely become a buyer’s market,” says Silvia Hodges Silverstein, PhD, Executive Director, Buying Legal Council. “Clients are starting to flex their muscle and bring in procurement…