Webinar Archive

Today, more than ever, mid-size firms are facing competitive challenges that require new people, process and technology to achieve their goals. Technology tools like CRM, long considered too complex for the mid-market, are now within reach of mid-size firms and can help firms win new business and cross-sell to existing clients. Join us for a thought-provoking webinar and learn how mid-size firms are:

• Identifying new needs that point to a CRM solution
• Managing marketing lists faster and easier
• Fostering attorney adoption of a CRM application
• Implementing a solution in weeks rather than months
• Seeing value in CRM by keeping it simple

Using a CRM system is great for understanding your unique relationships to help with your business development opportunities, but how can marketing programs and campaigns further work to not only uncover these revenue generating opportunities, but actually drive them to happen?

Rich Woyce, Client Development Strategy Consultant for LexisNexis, demonstrates how to leverage InterAction and Tikit to drive results from marketing campaigns by:

• Automating key marketing initiatives such as event management, newsletter lists, contact verification and email "bounceback" management
• Delivering highly professional, branded e-marketing campaigns to customers and prospects
• Generating higher return-on-investment initiatives for your firms marketing programs

About the Presenter:
Rich Woyce has been working in the legal and professional services industry for 8+ years helping clients gain more value from their technology investments. Prior to working with LexisNexis, he spent 12 years in IT and the development tools market.

The Marketing Department has done its part. It has just successfully pulled off the "big event", planning and executing every last detail. Great content. Great feedback. Packed house. All the right people were there. For all intents and purposes, one would consider the "big event" a huge success.

But… where does the handoff from Marketing to Business Development occur? It's important to keep the momentum going, but the Marketing Department can only do so much. What has to happen — before, during and after the big event — for law firms to achieve maximum ROI?

John Remsen, Jr., President of TheRemsenGroup, will answer these and many other questions on November 15, 2007 during a one hour Webinar on strategies for following up after the event. In addition, Mr. Remsen will discuss:

• Why you shouldn't even bother planning an event if you don't also plan to follow-up.
• Things you can do before, during and after the event to maximize ROI.
• The best ways to measure ROI (and why a seminar is the most effective event you can have).

About Our Speakers:

John Remsen, Jr., President, TheRemsenGroup
John Remsen, Jr. is widely recognized as one of the country's leading authorities on law firm marketing. After serving as in-house marketing director at two major law firms, John formed TheRemsenGroup, a marketing consulting firm that works exclusively with law firms to help them develop long-term marketing strategies and implement proven, cost-effective business development programs. Since 1997, he has worked with over 150 law firms and thousands of lawyers. Most of his clients are mid-size commercial law firms with offices in the Southeastern United States.

John has served on the national Board of Directors of the Legal Marketing Association (LMA) and was President of its Southeastern chapter for three years. In addition, he was Executive Editor of Strategies, LMA's monthly newsletter. He served on The Florida Bar's Standing Committee on Advertising for six years and was the only non-lawyer appointed to serve on its 2004 Advertising Task Force. To read more about Mr. Remsen's extensive experience, please check out the full bio on his website.

Darryl W. Cross, Director of Strategy, LexisNexis
Darryl W. Cross is the Director of Strategy and Competitive Intelligence for LexisNexis. Darryl joined LexisNexis in 2004 and oversees strategy and training for all LexisNexis Client Development offerings including client relationship management software, Martindale-Hubbell and competitive intelligence systems. He has also managed client development for strategic law firm accounts and the InterAction CRM external partner program. Darryl is a member of the Legal Sales and Service Organization and serves on their Board of Editors. He is a current member of the Legal Marketing Association and a former member of the Board of Directors for their Mid-Atlantic chapter.

In today's knowledge economy, new businesses are being launched around intellectual property each day. Frequently, it's been informal contacts between patent holders, investors, R&D professionals and economic development agencies that turn these ideas into revenue-generating relationships. Join us for a 45-minute webinar that will look at how you and your organization can systematically develop revenue-generating relationships — using information from various public and private sources — and get your piece of the innovation revenue stream faster.

Presenter: JD Miller, PhD.
Dr. Miller is a solutions executive for LexisNexis, where he helps patent holders, patent purchasers and economic development agencies to strategically establish relationships that commercialize ideas into living businesses. As an Adjunct Professor at city Colleges in Chicago and an Executive Faculty Member in Residence at the University of Illinois, his scholarly research focuses on how social networks influence business interactions in the modern workplace.

We have invited Deborah Holt, President of DH Training & Technology Consulting to present on a timely and persistent topic - increasing user adoption of your firm's CRM initiative. Whether you've had your CRM solution for 6 months or 5 years, you've probably run into challenges in getting your professionals to actually use the system. What actually works?

Ms. Holt will tap into her over 10 years of experience with CRM software and over twenty years of experience working with law firms, corporate legal departments and business nationwide to provide you with insights on how to increase user participation within your firm. Tips include:

• How to boost InterAction's visibility throughout the firm
• Getting buy-in from various managers (and departments)
• Key questions to ask when training attorneys
• The importance of designing brief, targeted, scenario-based education sessions

Speaker Bios:

Deborah Holt, President of DH Training & Technology Consulting
Deborah has been working with CRM applications since 1995 and InterAction software since its inception. Deborah's experience helping law firms design and use this powerful practice support tool has given her a broad perspective on the complexity of making CRM a core part of an organization's business development strategy. She works closely with marketing, business development, IT, and the various practice and end-user groups to develop the best possible training and implementation programs.

Darryl W. Cross, Director of Strategy and Competitive Intelligence, LexisNexis
Darryl W. Cross is the Director of Strategy and Competitive Intelligence for LexisNexis. Darryl joined LexisNexis in 2004 and oversees strategy and training for all LexisNexis Client Development offerings including client relationship management software, Martindale-Hubbell and competitive intelligence systems. He has also managed client development for strategic law firm accounts and the InterAction CRM external partner program. Darryl is a member of the Legal Sales and Service Organization and serves on their Board of Editors. He is a current member of the Legal Marketing Association and a former member of the Board of Directors for their Mid-Atlantic chapter.

As consultants, you're making new contacts with clients, partners and acquaintances every day. One goal of such conversations is to leverage these connections into new revenue. Join us for a 45-minute webinar that will look at how you and your firm can systematically transform these business card exchanges into value-added relationships — using information from various public and private sources — to generate new business.

Presenter: JD Miller, PhD.
Dr. Miller is a Sales Executive for LexisNexis InterAction, where he works with accounting firms to leverage their contacts into better business development, service delivery and customer satisfaction experiences. As an Adjunct Professor at City Colleges in Chicago, his scholarly research focuses on how social networks influence business interactions in the modern workplace.

What if you could consolidate all of your third party information sources into one information source at a fraction of the cost? And what if this new source of data could be brought into InterAction automatically and updated on a quarterly basis?

Company Profile Subscription (CPS) for InterAction is a new offering which will help you maximize the value of your InterAction CRM solution and get a true 360° view of your critical relationship networks, clients and prospects. CPS will populate your InterAction database with detailed external company profile data and automatically update it quarterly helping you maintain data accuracy and integrity; reduce the amount of time and money spent on manually updating company profile information with expensive third party data; and reduce the wasted resources spent on returned mail because of out-of-date information.

Join us for this informational Webinar and walk away with information on:

• How simple it is to implement CPS at your firm.
• How the CPS matching process works and the automated review tool that assists you in that process.
• How to search and create relationship reports based on your internal data and CPS data.

As accounting professionals, you make new contacts with clients, partners and acquaintances every day. The goal of such networking conversations is to leverage these connections into new revenue. Join us for a 45-minute webinar that will look at how you and your firm can systematically transform these business card exchanges into value-added relationships — using information from the public and private domains, who you know and what you know about them, colleague input and other automated resources — to generate new business.

Presenter: JD Miller, PhD.
Dr. Miller is a Sales Executive for LexisNexis InterAction, where he works with accounting firms to leverage their contacts into better business development, service delivery and customer satisfaction experiences. As an Adjunct Professor at City Colleges in Chicago, his scholarly research focuses on how social networks influence business interactions in the modern workplace.

While marketers and business development professionals depend on many resources to help do their job, unsurprisingly, two of the most important are information and technology. Separately, each offers professionals a portion of the knowledge they need to create "actionable intelligence" which, in turn, allows them to make the important decisions expected of them everyday. Neither information nor technology, however, offers the path to turning external information into actionable intelligence. The answer lies in combining information and technology into a seamless business application that streamlines and combines these two critical componentsto deliver better marketing results and ultimately make well informed decisions that will grow revenue for the firm.

This Technology Trend webinar will discuss "hybrid applications" and the implications these technologies have on law firms and other professional services firms both today and in the future.

Register today and receive the newly published Case Study on Ballard Spahr's usage of the Corporate Intelligence Subscription for InterAction.

The key to positioning your firm as a client's trusted advisor — and getting yourself onto the short-list for their most profitable projects — is to know their business and industry. Taking basic information and making it actionable intelligence is just as critical and much harder to accomplish. In order for external intelligence to become actionable, it must be placed into context by first, combining it with a firm's internal data such as key relationships and financial reports.

One way to transform your existing, internal content into actionable intelligence is through Company Profile Subscriptions (CPS) for InterAction. CPS brings external company information directly into InterAction so users can employ the additional information to create concise, targeted lists for business development and marketing efforts. In essence, the lists created with CPS content are already pre-qualified because you can access specific criteria and, most importantly, know the data is current. CPS simply enhances the Relationship Intelligence you already have.

Join LexisNexis InterAction for an informative Webinar on Company Profile Subscriptions (CPS) for InterAction. This Webinar will go beyond the technology to help you capitalize on your content immediately.

Leading the Webinar will be Mr. Darryl Cross, Director, Strategy and Competitive Intelligence for LexisNexis. Mr. Cross is a former law firm Chief Marketing Officer, winner of the 2003 Excellence in Marketing Award and "evangelist" on the subjects of relationship intelligence, client development, competitive intelligence and creating executable strategies that turn marketing ideas into actual results.

Webinar attendees will be shown:

• How CPS can benefit their marketing and business development efforts and.
• How to capitalize on their internal and external content within 30 days.

View this webinar to find out whether your firm is ready to implement a Customer Relationship Management (CRM) system — and what you can do to move your firm closer to that goal. This Webinar will include a 15-minute demo of LexisNexis InterAction, a leading CRM solution for accounting firms.

After this one-hour Webinar, you'll be able to answer the following questions:

• What is CRM for accounting firms?
• How are professionals using CRM?
• What can CRM do for your firm?
• What are the essential characteristics for a successful rollout?

Forward-looking foundations like the Knight Foundation and the Carnegie Endowment are leveraging client relationship management (CRM) systems to more effectively advance their missions. Fully functional CRM software can help manage a range of processes critical to the business of giving. Join us for a free, 45-minute webinar and learn how to:

• Assess your foundation's need for a CRM system
• Organize information about grantees and other constituencies into a single, centralized repository
• Coordinate communications to grantees and track proposals and activities
• Manage marketing campaigns and special events to accomplish foundation objectives

Join us for this informational webinar about our new content subscription product offering — Company Profile Subscriptions for InterAction. This webinar will be presented by Marty Vega, Solution Specialist for LexisNexis.

This webinar will inform you of how CPS for InterAction leverages your organization's internal Relationship Intelligence with exclusive and distinct external content from LexisNexis, providing users with a robust 360-degree view of clients and prospects.

From this webinar, you will learn:

• How easily CPS for InterAction can be integrated into your organization's InterAction usage,
• How using CPS for InterAction will have immediate benefits for executives, marketers and revenue generators at your firm, and
• How to leverage Relationship Intelligence with external content from LexisNexis.

According to a BTI study (How Clients Hire, Fire and Spend: Landing the World's Best Clients) cited in the September 8th ABA Journal eReport "In-House Counsel Axing Law Firms," 70% of corporate counsel are dissatisfied with their primary law firm, and half say they plan to try a new law firm. The reasons? Pretty simple, according to the study. The law firms:

• Fail to keep up with clients' changing needs.
• Do not articulate the value they deliver.
• Do not communicate well with clients.

Says BTI president Michael Rynowecer, "The major components of client satisfaction are the ability to make legal expertise client-specific, to understand the client's business, to go beyond what's anticipated and to achieve the client's goals." Beyond that, one large firm chairman says, "Developments have become so complex that even the clients themselves are struggling to anticipate their own needs." The survey suggests that firms keep a "trained eye on changes in clients' needs, goals and expectations."

So, how do you make sure that you're in the 30% instead of the 70%, or if your firm is on the outside, that you'll be successful with the 50% who say they're receptive to your sales overture?

Join Darryl Cross and Mike O'Horo ("The Coach") for a lively webinar that explains how to guarantee your lawyers' "business relevance," and earn the preference of these valuable clients who insist that you be much more than a technically competent lawyer. Here's a hint: "Needs" refers to business needs.

Building business is about building relationships. Achieving success at business development can happen for anyone. As long as you follow the process and fit it into your own style and approach, you will obtain new clients. Different things work for different people. Some individuals find the most challenging part about bringing in new business is simply staying connected enough times throughout the year to make it happen. Others prefer to use technology as the tool to advance the sales relationship. The key is to do some activity to drive the business development process forward every day, and, to build these activities and tasks into your personal and professional lives. This web seminar will provide some tips and techniques for achieving success at business development, remind you of some tools you've learned in the past and perhaps forgotten, and help you drive current opportunities forward. Anyone can be a rainmaker!