Digital White Papers

MBD 17

publication of the International Legal Technology Association

Issue link: https://epubs.iltanet.org/i/817020

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MARKETING AND BUSINESS DEVELOPMENT 21 WWW.ILTANET.ORG | ILTA WHITE PAPER The Motivation To Adopt CRM The Motivation To Adopt CRM Lawyers have a reputation for being tech laggards. While some lawyers embrace tech-aversion as if it were some quirky idiosyncrasy, most are eager to adopt technology when the advantages are clear. Lawyers are paid to be discerning and trained to identify leverage, and when a law firm's tech initiative does not align with its lawyers' best interests, it is doomed from the start. This dynamic exists in other industries, but the legal sector is especially sensitive to it. This can be seen in customer relationship management (CRM) adoption. Most law firms have adopted a CRM system, but, in general, lawyers have not found using it to be to their advantage. But that mission-critical relationship data you initially wanted from a CRM is still best accessed through it; you just have to understand how to access the data you need. Status Quo vs. Seeking a Competitive Advantage A 2015 Ackert Advisory Legal Industry Report found that 70 percent of law firms have invested in a CRM (a figure close to 100% among enterprise law firms), but CRM usage is another story. by Jody Glidden of Introhive 1 2015 THE ACKERT ADVISORY LEGAL INDUSTRY REPORT The State of CRM at Law Firms A Market-Wide Study JUNE 2015 AUTHORED BY: DAVID ACKERT GABRIEL BYBERG OLIVIA COWENHOVEN Copyright 2015, The Ackert Advisory CLICK HERE TO VIEW THE 2015 ACKERT ADVISORY LEGAL INDUSTRY REPORT

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