Case Study • Legal

Howard Kennedy: 400% Database Growth & CRM Adoption

With Introhive automatically capturing and syncing contacts, activities, tasks, notes and more between Microsoft Outlook and OnePlace CRM, the firm has seen dramatic growth of their contact database to support business development and marketing initiatives, and user adoption of CRM has never been higher.

howard kennedy logo
Introhive | referals | Howard Kennedy: 400% Database Growth & CRM Adoption

53,000+

Relationships discovered

Introhive | winners | Howard Kennedy: 400% Database Growth & CRM Adoption

400%

Increase in contact 
database

Introhive | productivity | Howard Kennedy: 400% Database Growth & CRM Adoption

6,000+

Pre-meeting digests

The Situation

As one of London’s top law firms, Howard Kennedy prides itself on offering approachable, responsive, and exceptional legal services to every client, both domestic and international.

Howard Kennedy identified that they needed a solution to bring together the firm’s client database of contacts that lived in disparate business systems, including individual Outlook contact cards and spreadsheets. The team knew they had to overcome the initial challenge of launching a new CRM system with clean and accurate data.

Goals

Howard Kennedy wanted to solve the challenge of increasing the quantity and quality of client information in CRM, while reducing the amount of manual work required by lawyers.

  • Enhance the consistency & accuracy of information in CRM
  • Increase visibility into relationships of “who knows whom”
  • Encourage CRM adoption from the firm’s lawyers
  • Remove manual data entry

MAPPED RELATIONSHIPS DELIVERABLES

  • Pre-Meeting Digest reports delivered to partners and lawyers with relationship insights
  • Real-time visibility into firm-wide relationships to accelerate business development
  • Automatic sync of contacts and activities between Outlook and OnePlace CRM
  • Ongoing data enrichment and signature scraping to improve data quality

The solution

CRM integration & automation

  • Partnered with OnePlace CRM and Introhive to centralize client data and reduce manual work
  • Unified data in a single platform for marketing and business development teams
  • Automated contact and activity sync directly from email to CRM

Data quality & accuracy

  • Leveraged signature scraping and data enrichment to enhance information completeness
  • Ensured real-time updates to contacts and activities without user input
  • Maintained a clean, consistent CRM database for firm-wide confidence in data

Relationship insights & enablement

  • Surfaced shared connections and relationship strength for cross-team collaboration
  • Delivered Pre-Meeting Digests with client news and relationship intelligence
  • Freed lawyers to focus on client engagement instead of administration

“The firm was working with out-of-date, unmanaged, siloed information from around the firm to manage marketing and business development efforts. There was a real need to put the infrastructure in place to resolve all of those disparate processes. We needed to be able to market consistently, with accurate, up-to-date information, in a system that allowed us to do that efficiently.”

Director of Business Development & Marketing,
Howard Kennedy

Howard Kennedy

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Measurable business impact

PRODUCTIVITY

53,000+

relationships identified across the firm

CRM QUALITY

4,750+

new contacts synced directly to CRM by lawyers

ADOPTION

400%

increase in contact database growth

GROWTH

6,000+

pre-meeting Digests sent to partners & lawyers with client intelligence

“Introhive didn’t just give us data; it gave our Partners their time back. We now see connections we didn’t know existed, leading to faster deal cycles.”

Director of Business Development & Marketing,
Howard Kennedy

howard kennedy logo

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