Legal firms sell skills, knowledge and expertise. The business differs radically from the repetitive prospect/sales cycles, predictable sales modelling, sales teams and mass-market channels in other industry sectors.

In an expert environment, everyone within the organisation has a responsibility for maintaining client relationships. Understanding your clients and their business is essential for identifying both new and cross-selling opportunities. To achieve this you need to be fully aware of all client developments and interactions, which is where a client relationship management solution adds value. Truly successful CRM requires efficient data management to analyse and measure success and build a platform for future activities

The legal sector needs CRM that builds on the industry’s fundamental dynamic of establishing credibility, competence and trust through personal relationships. The development of close one-to-one relationships is critical to winning new business. Understanding when a client may require a service, but also being instantly available and responsive when an unforeseen opportunity arises are both essential.