Relationship Intelligence

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26 Mar: 3 Reasons Relationships Still Matter in the Digital Age

It’s hard to ignore technology’s growing presence and impact in the office, especially if you work in the professional services industry. Accounting, law and consulting firms are anticipating major technical, behavioral and cultural shifts in the next few years thanks to technology. How will these shifts benefit—or hinder—business relationship management efforts at your firm?

For one, software and automation technologies are reducing time spent on mundane tasks that have plagued accounting, law and consulting firms for decades. Just take a look around your office. How many professionals do you see stuffing envelopes with invoices, or entering data into spreadsheets?

By…

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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…

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07 Mar: 5 Tips to Improve Commercial Real Estate CRM Adoption

Across most of the business world, technology has become synonymous with efficiency and growth. Even the commercial real estate (CRE) industry, which has been slow to join the digital transformation movement, is getting on board. And today, CRE leaders are looking to digital technology to overcome new challenges and get the most out of properties.

In fact, more than half of recent CRE survey respondents said they believe technology advancements will have the greatest impact on legacy properties in the next three years. While 80 percent said the commercial real estate industry should prioritize the use of predictive analytics and…

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26 Feb: 5 Can’t-Miss Prep Steps for Your Next Client Meeting

Along with many other aspects of our lives, the internet revolutionized the business meeting. With tools like Skype, GoToMeeting, Zoom and even FaceTime, we can connect with clients in an instant, from anywhere. But nearly everyone agrees that there’s nothing quite like a face-to-face meeting to build relationships and close deals.

In fact, 95 percent of respondents to a Harvard Business Review survey said face-to-face meetings are essential for gaining and maintaining long-term business relationships, and 89 percent believe face-to-face meetings are critical for “sealing the deal.”

But in an era of texts and voicemail tag, it’s notoriously difficult to…

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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…

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18 Jan: How to Use CRM to Increase Upselling and Cross-Selling Opportunities

When it comes to growing revenues, the data all points toward cultivating active client relationships:

It’s 68% more expensive to earn $1 from a new customer than from an existing customer (forEntrepreneurs) 70-95% of sales comes from upsold or cross-sold revenue (forEntrepreneurs) The probability of selling to an existing customer is 200-1,400% higher than selling to a new prospect (Groove)

The data speaks for itself, but how can firms identify those cross-selling and upselling opportunities that should be low hanging fruit? Which clients have the greatest potential to expand their serviceable needs and how can sales and business development accelerate…

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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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08 Jan: 3 Ways to Keep Sales, Marketing Contact Data Fresh

Contact data doesn’t keep forever. In fact, businesses lose as much as 70 percent of their customer relationship management (CRM) records to “decay” each year. In layman’s terms, the contact info your sales and marketing team so diligently gathered is now out of date and useless.

Experts in the industry agree, including Fenwick & West’s Director of Marketing Technology, Jon Metcalf.

“The biggest hurdle to developing a useful, valuable CRM program is not the system,” he noted. “The biggest hurdle is how to get quality data into the system in the most efficient manner; not only at the…

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18 Dec: How to Change Your CRM Thinking from System to Systematic

Is your CRM generating the ROI your law firm deserves?

With 63 percent of law firms reporting user adoption and data quality as their top CRM challenges, odds are the answer is no. If your lawyers and business development team aren’t using the tool, quality customer data won’t get entered, creating a vicious cycle of poor adoption and data that does the opposite of drive new business.

So, how can you correct course and right the ship?

In my experience, it all comes down to your approach to CRM. Instead of thinking about your CRM as a system, you need…

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17 Dec: Introhive to showcase relationships intelligence at Web Summit in Portugal

Portugal, Spain – October 4, 2018

Introhive, the market leader in relationship intelligence and sales automation technology, will be showcasing their platform and integrations at Web Summit in Lisbon, Portugal from November 5-8, 2018.

“Web Summit has quickly become one of Europe’s largest and most important technology conferences and Introhive is excited to be there demonstrating our relationship intelligence platform alongside other disruptive market leading technologies.” explains Faisal Abbasi, EMEA General Manager at Introhive.

“With over 70,000 attendees representing more than 170 countries attending Web Summit and Introhive’s rapidly growing expansion into Europe and Asia, our team is looking…