Issue link: https://epubs.iltanet.org/i/9825
RACHAEL LOPER NIXON PEABODY LLP Making the Sale with SharePoint T 42 Microsoft here was a time when law firms did not use the word “marketing.” Well, we’ve come a long way from those days. Today, firms are kicking it up a notch and talking about sales: teams, tracking and traction. No longer does management let lawyers call willy- nilly on clients and prospects. The complicated issue of conflicts in large firms dictates that efforts must be carefully coordinated, and all of this activity needs to be harnessed, managed and reported on so that efficiencies will boost the bottom line. SharePoint is the tool that can help you do that. ILTA White Paper FROM EXCEL TO EXCELLENT In the past, Excel spreadsheets were commonly used by attorneys and teams to track sales efforts. Typically a marketing coordinator would dutifully update activities as they were reported in meetings and through e-mail messages. This often included future action steps, responsible parties and agreed upon due dates, and the list would get sent around prior to each team meeting. The list would grow in length and lose its urgency as the bottleneck for updates tightened. There was no way to mesh sales efforts across practice groups or teams, and so reporting capabilities were