See how to ensure adoption of your law firm’s CRM isn’t on the floor with Promptr CRM

Reward them for adopting your legal CRM, whichever one it is.

You could reward your lawyers for adding contacts, update them, adding them onto mailing lists, or logging they’ve had a meeting or emailed a contact.

All relevant.

But a poor use of a lawyer’s time that you charge out at £100s per hour.

It’s 2023, not 1993.

Someone else in your firm, or the system should be doing that for them.

You only want your lawyers to do two things – do something with the knowledge it shows them, and record the gold dust, things that NO system can capture.

What we mean is… tell the system (or the other users really) the gold dust when they did ‘BD’ with the contact – like when they had a call / coffee / chat. Tell the system WHAT was discussed – e.g. they mentioned their team has an issue with a low performing employee – an easy referral onto your Employment team.

So then, someone can do something with the information they get shown.

Track and reward the type of CRM usage you want your firm’s lawyers to focus on

You’ll probably hear people / suppliers say – track who is adding contacts or logging into the system. That’s usage.

Yes, you could monitor that, but your CRM should do most of that for users without them lifting a finger.

And really, your system should be useful for senior lawyers WITHOUT their need to actually log into it.

You can’t really track if your firm does something because of the information they see.

But you can track the ONE thing you want them to record in the system to help others.

Not log in.

But log their BD. With the gold dust mentioned above added where possible.

Then pat them on the back for doing just that.

After about 30 years in professional service’s CRM, I’ve found three areas that work… all on different aspects of the carrot and stick spectrum.

Option 1 – CRM BD Leaderboard / CRM League Tables

This is great if your firm doesn’t like doing ‘rules’.

From kids in the playground to senior lawyers – everyone understands peer pressure.

Leaderboards seemed to be loved by people who are near the top, not so much by those at the bottom. Can’t think why!

How much does a team or individual NOT want to be near the bottom?

What is that saying about playing as a team if they are near the bottom? You’re not helping anyone if you’re not recording any gold dust.

Yes, you have the issue of certain types of lawyers naturally doing more BD than others, but BD isn’t all ‘gone networking’. It could be ‘picked up the phone to a client as your CRM told you they had booked onto one of your events’.

How often have you ever heard of a CRM being the talking point of the office?

It is when the monthly BD leaderboard results come out.

Option 2 – Appraisals

A stick.

If its not in the CRM system, it didn’t happen.

What BD have you done over the last 12 months?

If your firm likes this sort of thing, being able to prove all the BD your staff have done is a dead easy way of boosting adoption, helping with who to promote because they can prove they are drumming up leads as well as work too.

Option 3 – Expense claim support

A bigger stick.

This wasn’t originally my idea, I have pinched it from a Property team of a law firm I worked at 20 years ago.

I was wondering why CRM usage rose one month, and stayed up there. After feeling very good about myself, I worked out what had really happened.

One of the teams had said to their lawyers – “if there isn’t a corresponding BD note in the system, you aren’t getting your taxi / train / sandwich expenses paid”.

It was overnight swing of usage.

Which is why Promptr has everything mentioned in the above text as standard.

Get in touch if you’d like a demo.

Hope this helped and was a good use of your time.