relationship intelligence automation

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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. And now relationship mapping technology.

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.

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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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13 Nov: 9 can’t-miss pieces of expert law firm marketing advice

In the legal services market, growth has stalled, corporate clients are taking their legal needs in house and independent law firms are losing their share of the market.

But with the right strategic focus and insight, your firm can stem the tide, raise your visibility and lock down new business.

Need a place to start? Read on for nine golden nuggets of advice from renowned legal marketing experts.

1. Clients Hire Lawyers, Not Firms – John Remsen Jr.

John Remsen Jr., the president and CEO of Managing Partner Forum, suggests doubling down on relationships.

“Generally, clients hire lawyers, not law firms. And…

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07 Nov: The Value of Relationship Intelligence Automation With Brent Leary

In today’s marketplace, business development teams need to be on top of their relationships now more than ever. With over 84% of buyers beginning their buying process through a referral, client relationships are now the driver of new business. The pressure is on for business development and sales teams to develop and maintain strong client relationships.

As relationship intelligence automation expert Brent Leary shares, this traditionally takes salespeople an enormous amount of time. So how can firms help their business development and sales teams create strong relationships without sacrificing so much valuable time?

According to our trusted expert, Brent, the…

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19 Sep: What is Relationship Intelligence Automation?

Ask any successful business professional what it takes to build a sustainable business and they will tell you the key is cultivating and developing relationships with potential and existing clients. With so much riding on the relationships between businesses and their prospects and clients, it makes perfect sense that so many organizations have adopted Customer Relationship Management (CRM) software. But CRM on its own does not fuel the interactions that take relationships to new levels and make them pay off.

Why CRM Falls Short

CRM works perfectly well for the task it was designed to handle: managing a company’s interactions…

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09 Aug: Can CRM Help Your Firm Grow? Research Says Yes – and Here’s How

While many elements factor into business development, many firms are finding that customer relationship management (CRM) software is playing a key role. That’s because business development today requires more than prospecting and making cold calls. In fact, these days, firms increasingly drive new business – both from existing and new clients – by developing and nurturing relationships with key influencers and decision makers. Firms find that enhancing these efforts is just one of many advantages of using CRM.

Research shows that organizations can expect to see ROI of $2.50 to $5.60 on every dollar invested when CRM is properly integrated….

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24 Apr: Brent Leary Shares How CRM Evolution is Blazing Industry Trails

Hundreds of professionals who want to stay on top of the latest innovations to engage their customers will be descending upon Washington, D.C., to attend CRM Evolution, April 24 – 27. Among them will be Brent Leary, Partner, CRM Essentials.

Brent will be leading panels and presenting throughout the conference. This includes a discussion about artificial intelligence (AI) with executives from SalesForce, SAP, Microsoft, Oracle and Lithium Technologies and a presentation on how virtual companions, like Amazon Echo, will change customer engagement forever.

“Attendees will be hearing a lot about AI and deep learning and how that is taking over the heart…

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15 Nov: Yes, It Is Possible for Law Firms to Succeed with Cross-Selling

Most lawyers view cross-selling the same way millennials view social security. They realize it’s intended for the greater good, but the personal benefits are unclear, and they sure aren’t going to contribute more than what’s required.

Let’s suppose for a second that lawyer pay was determined purely by profit sharing. Now the personal benefits of cross-selling become clearer because the data overwhelmingly supports it.

Cross-selling proven to increase revenue, service efficiency and loyalty

BTI Consulting Group found that the typical law firm has about 23% of the potential business it could be receiving from a top client, and that…

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09 Nov: What Is Relationship Intelligence and How Do Companies Acquire It?

“We manage” doesn’t inspire much confidence, does it? Take the following interaction, for instance:

Question: How do you attract and engage new clients while making sure your existing clients are happy?

Answer: Oh, we manage.

Sure, you won’t find many executives who would respond this candidly. You will, however, find plenty of companies that take the “we manage” approach with one of its most valuable assets: relationships.

In her post, Customer Relationship Automation Is the New CRM, Harvard Business Review contributor Clara Shih explains the limitations of traditional CRM.

“I run an enterprise technology company, and we’ve seen just…