Michael Warren at Wilson Allen on three attitudes to CRM
It seems appropriate to debut my first ever column in Briefing, at the start of a new decade, by looking to the future. As firms think about their growth strategies for the next five years, many are doubtless considering how to face a number of business challenges. These include increased competition from both traditional law firm competitors and emerging competitors, as well as how to leverage experience and institutional relationships to innovate and exploit new opportunities.
Many firms are also facing growing demands from clients that are focusing more than ever on the value they can derive from advisers beyond pure legal advice. Firms must respond to these challenges with greater urgency as the pace of change accelerates. Those that don’t continually innovate and adapt are being left behind.
And in our increasingly digital world, two of the best enablers of change are information and technology used to support business decisions. Three key areas where both can be applied more strategically are business development, business acceptance and business intelligence processes.