publication of the International Legal Technology Association
Issue link: https://epubs.iltanet.org/i/817020
36 WWW.ILTANET.ORG | ILTA WHITE PAPER MARKETING AND BUSINESS DEVELOPMENT rankings. In addition, lawyers are keen to make sure the information in these submissions is accurate, because they want to be appropriately recognized for their work. This creates a virtuous cycle, where capturing maer descriptions from lawyers for submissions feeds more valuable content into the database that can be used for pitches and other purposes. The effects of the experience management solution extend beyond business development benefits. Lawyers can use experience information to find precedents, connect clients with experts at the firm and identify peers with the right experience and expertise to help with a case. The experience data can inform pricing benchmarking and be used to more effectively budget and staff maers. Look for opportunities like these to make experience management a key piece of your firm's knowledge management and practice management strategies. Experience Matters To create winning pitches, law firms must be able to easily find examples of the firm's experience doing the exact work they are pitching. As with other law firm projects, success requires an investment in solving the people, process and technology challenges involved. It is worth the efforts and resources, however, because the stakes are high. The financial goals and health of the firm are at stake. The good news is that smart processes and thoughtfully-designed technologies can overcome these challenges and ensure your firm can provide proof of experience to win more business. ILTA Proof of Experience: The Key to More Successful Pitches MATT THOMPSON Matt Thompson is Vice President of Product Marketing for Foundation Software Group. With nearly 20 years of experience providing marketing solutions for law firms, Matt is focused on how firms can leverage technology to enable best practices in business development initiatives. A Six Sigma green belt, he is also certified in pragmatic marketing. Contact Matt at matt@foundationsg.com. Experience data can inform pricing benchmarking and be used to more effectively budget and staff matters.