publication of the International Legal Technology Association
Issue link: https://epubs.iltanet.org/i/817020
35 WWW.ILTANET.ORG | ILTA WHITE PAPER MARKETING AND BUSINESS DEVELOPMENT Proof of Experience: The Key to More Successful Pitches » Dedicated Solution or Add-On? Would an add-on module to a product the firm already owns be sufficient, or is a dedicated solution required that is designed specifically for experience management? » Integrated or Standalone Proposal Generation? Do the features of a standalone proposal generation tool provide the bells and whistles you need, or is it a priority to receive the benefits of a seamlessly built-in proposal generator? This would let you track the proposals in which you have used your experiences and streamline the creation of proposals. Putting It All Together: Capturing Matter Data To deliver the maximum benefits, your experience management solution must contain quality information. The challenge is that experience data are oen spread across multiple systems at the firm, and much essential information is trapped in the heads of lawyers. The value of the experience data in other systems, spreadsheets and databases is limited if those sources are unconnected silos. Integrating these systems with your experience management solution allows you to capture critical data automatically and build a single source of truth. This ensures you do not miss out on key information when puing together pitch materials. Geing data from existing systems is a good start, but much valuable data about a maer is not captured in any system. New business intake forms cannot fully address this because information such as outcomes, judges and deal values are not known during maer intake. To get information out of the heads of the lawyers, design workflows to capture information at natural times in the maer life cycle. Asking for a small amount of critical information at the right time is much more effective than asking 50 questions of varying importance that don't yet have answers at maer inception. More Than Just Pitches Beyond enabling the firm to deliver and win more pitches, you can leverage a robust experience management solution to solve other firm challenges. From a marketing perspective, an experience management solution becomes a vital tool for dealing with league tables and directory submissions. Quickly finding the right experiences to highlight for a particular submission saves time and improves