An overview of xRM4Legal - BD, Marketing, Client Care & xRM Capabilities & How we can help

1. How to Win New Clients and Create
Secure Revenue Streams
Nat West Offices, Manchester UK
7th October 2011
Nathan Smith
Business Development Manager
Crimson Ltd
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2. Agenda
• Introduction
• What is xRM4Legal?
• Business Development Capabilities
• Analytics / Dashboards
• Client (Value) Plan / Goal Setting
• Relationship Management
• Activity Management (Phone Calls, Emails, Event Responses etc)
• Mobile Productivity
• Marketing Capabilities
• Client Care Capabilities
• xRM Capabilities
• How We Can Help
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3. What is xRM4Legal?
• More a business than a technology initiative – all about client
management and communications, extending into content management,
social CRM and enterprise matter management
• Represents a “firm-wide”, “movement” or “ground swell”
• Rapid deployment, “cookie cutter” approach – 7-10 days implementation
• Applying “best practices” for achieving user adoption – data quality,
relationship intelligence, “who knows who”
• Starting small – quick, early wins
• Demonstrable ROI and success stories
• Start the CRM ball rolling – it will prove itself
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4. So how does this
impact winning new
clients and securing
revenue streams?
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5. Business Development Capabilities
Lead
Management
Differentiators
 Native Outlook Client
 Integrated goal
management
Improved BD  Robust workflow
Productivity
 Insightful analytics
Workflow
 Mobile productivity –
iPhone, iPad, Blackberry
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6. Software Demonstration
Scenarios
 Analytics / dashboard
 Client (value) plan / goal
setting
 Relationship management
 Activity tracking
 Mobile productivity
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7. Analytics / Dashboards
Customisable charts and dashboards monitor marketing/BD
performance including ROI. Drill-down to underlying data to
identify trends and uncover new insights.
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8. Client (Value) Plan / Goal Setting
Value Plan criteria are the actual
relationship building activities
between the firm and its clients.
Points are awarded per activity to
define strength of relationship.
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9. Relationship Management
Advanced “know your
client” information
continuously aggregates
and analyses relevant
executive and corporate
data from thousands of
content sources to
uncover new BD
opportunities.
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10. Activity Management
Automatically track
e-mails,
appointments, tasks,
event responses,
opportunity closes –
wins and losses –
even customised
activity types.
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11. Mobile Productivity
Microsoft Outlook, Web and Mobile
integration means easier access to
information (with minimal mouse clicks)
- on the road, working remotely or in
the office. Mobile Express is a new
(licence free) feature in xRM4Legal that
enables users to access CRM data and
capabilities simply and easily. With
Mobile Express, users can use any
mobile Web browser, such as Internet
Explorer Mobile or Safari, in a Web-
enabled mobile device to connect to the
xRM4Legal system. Mobile Express does
not store data on the mobile device.
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12. Marketing Capabilities
Differentiators
 Dynamic lists
 Integrated digital marketing –
HTML emails / event
registration landing pages /
Marketing client self service
Automation
 Closed loop marketing – ROI
from newsletter to event to
opportunity to matter
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13. Client Care Capabilities
Differentiators
 360 degree client view
 Easy project handling
 Built-in Knowledge Base
 Streamlined processes
Improved Client
Experience  System wide auditing
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14. xRM Capabilities
Differentiators
 Point-and-click configuration
 Role tailored forms
 Strong security model
 Established PMS, DMS and
xRM Framework
SharePoint integration
 Ideal for high volume matter
management
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15. “A more integrated client
management structure will
help promote other practice
group services to existing
clients.”
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16. How We Can Help
• We have an extensive portfolio of working with law firms across the
globe, helping them to solve their communications and CRM problems
• Maybe your firm faces short-term pressures from new legislation, or you
want a better return from the marketing budget or improve cross-selling
across practice groups
• Maybe you believe your last marketing event deserved a better
attendance from your clients, or you need to find cost savings
• Perhaps your firm has the appetite for adopting a client-centric approach
to communication and CRM strategy
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17. Thank You!
You can use us to assess, re-align and manage your client
communications and CRM – helping you to achieve new levels of BD
productivity through better targeting, activity, communication and
opportunity management.
If you would like to learn more about how we have helped law firms
across the globe deal with client communications and CRM
challenges, please schedule a Discovery Workshop by contacting:
Nathan.Smith@Crimson.co.uk or
Phone +44 (7814) 569 218
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