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MARKETING TECHNOLOGY
Strategic Experience Management and Proposal Best Practices
In another example, a recent lateral partner is working to create a pricing
proposal for a new engagement. While they have their own experience to guide
the estimate, how can they leverage the collective knowledge of their new firm?
The firm's experience management system! The lawyer can look for maers that
RACHEL SHIELDS WILLIAMS
Rachel Shields Williams is the Senior
Manager, Experience Management
at Sidley Austin. In her current role
with the organization, she blends her
15 years of marketing and business
development experience with her
passion for technology. She helps
lawyers and marketers understand
how they can apply technology
to their business development
and marketing activities in order
to increase their effectiveness,
operational efficiency and get results.
have similar characteristics to the new
engagement, and work with the pricing team
to examine estimated vs. actual work billed.
With the maer numbers of similar work,
the lawyer can also more efficiently identify
relevant documents in the firm's DMS.
The experience management system
can also help the new lawyer identify others
in the firm they have not met, but who have
relevant experience to enhance the client
experience. The tools can help identify the
most experienced professionals to staff the
maer, and experts who should be consulted
for best practices for that type of maer or
unique aspects of the client industry.
Although experience management was
traditionally a tool for marketing and business
development, consider how your firm could
leverage experience management to help
many other professional staff departments.
By effectively managing and sharing the firm's
experience to enhance client service and gain
efficiencies, experience management can also
help your firm grow the boom line. ILTA
