In today's competitive and fast-paced legal marketing environment, legal marketers and business developers have to be equipped with the latest pipeline management technology to help them overcome these 3 challenges.
1. Lack of Lawyer Engagement
Pressured to focus on billable hours and client service, lawyers often view business development as a low priority. Many fail to follow through on their business development opportunities. Those who do keep track use antiquated tools like Excel or notes on legal pads. And none of them use CRM.
There has to be a better way.
2. Weak Business Development Culture
Many law firm partners have extensive legal experience in serving clients and winning cases, but sales and marketing are not their forte. Hence, it can be difficult for legal marketers and business development professionals to persuade partners to see the value in investing budget into marketing and business development initiatives. According to "The 2019 State of CRM for Law Firms" White Paper, law firms invest only 5% of their marketing budget in change management initiatives like business development coaching.
3. Using Excel to Manage Complex Data
Marketers understand how important it is to have data that tracks the performance of firm initiatives. But most still use manual processes and outdated tools to gather key metrics. According to recent surveys, marketing departments use Excel to manage data generated by 17-25 different platforms. This approach wastes countless hours, limits reporting capabilities, and impedes consistent oversight.
