Development

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14 Nov: 11 Experts Share How to Master the Art of Relationship Intelligence

With 84% of buyers starting the buying process through a referral, it is more important than ever to have strong and lasting client relationships. Salespeople no longer have the first interaction with leads, prospects are instead led to firms through existing client relationships and recommendations. This makes it critical that your sales and business development teams are developing and maintaining strong relationships with their clients. So how can you help level-up your business development team’s relationship game? Relationship intelligence is the ability to organize and analyze all of your firm’s client relationships in an actionable and digestible way. It paints…

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07 Nov: The Value of Relationship Intelligence Automation With Brent Leary

In today’s marketplace, business development teams need to be on top of their relationships now more than ever. With over 84% of buyers beginning their buying process through a referral, client relationships are now the driver of new business. The pressure is on for business development and sales teams to develop and maintain strong client relationships. As relationship intelligence automation expert Brent Leary shares, this traditionally takes salespeople an enormous amount of time. So how can firms help their business development and sales teams create strong relationships without sacrificing so much valuable time? According to our trusted expert, Brent, the…

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12 Oct: Join Us at Dreamforce!

The industry’s most-talked about CRM event is right around the corner. November 6-9, Dreamforce will be dominating the scene in San Francisco. If like us you’re planning to be one of the 100,000+ in attendance, plan ahead to work out your session list and networking plan. To ease the pain of choosing from over 2,700 sessions, Salesforce Einstein is at your service. Based on historical Dreamforce data and your interests, it will recommend sessions to attend. In previous years at Dreamforce, we unveiled our newest data automation and CRM data science functionality. This year, we’ll be hosting intimate get-togethers with…

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05 Oct: 4 Ways Law Firms Can Build Up Their Business Development Practice

More and more so, business development is becoming a strategic focus as law firms look for ways to survive and thrive in an ever-changing and increasingly competitive market. Dave Kuhlman of Axiom Consulting Partners knows this well. With over 20 years of experience, Dave has worked with some of the leading professional firms in the world, improving collaboration and motivation, addressing strategic challenges and generally helping them continue to evolve competitively. We interviewed him to glean insights into practical steps law firms can take to harness business development to move their businesses forward. Embrace a Generous Mind-Set According to Dave, not…

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21 Sep: The Biggest Disruptors Are Those That Are Customer Centric

Each day in sales and marketing news, it seems like there’s a new article on technology and disruption. It’s the claim of these articles that technological innovation has disrupted yet another entrenched, dominant corporation’s majority share of the marketplace. The most common technology disruptors included in the lists are Netflix, Uber, Amazon, and others like them. But is technology really the cause for the downfall of major companies? We don’t think so. While technology is certainly a huge component, the true disruption to businesses is not investing enough time or resources in improving the customer experience. Not being customer centric…

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20 Sep: 3 Secrets to Legal Business Development with Joe Przybyla

The state of legal marketing and business development today is still evolving. Considering the fact that Chief Marketing Officers have only appeared in law firms over the past 15-20 years, it’s safe to say that marketing and business development is still relatively new to the legal world. But that doesn’t mean they can continue to ignore it. According to Joe Przybyla, Introhive’s new legal marketing expert and Regional Sales Director, it’s the greatest reason for law firms to embrace it—they are far behind the curve when it comes to attracting new business. And in a compressed marketplace where clients want…

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19 Sep: What is Relationship Intelligence Automation?

Ask any successful business professional what it takes to build a sustainable business and they will tell you the key is cultivating and developing relationships with potential and existing clients. With so much riding on the relationships between businesses and their prospects and clients, it makes perfect sense that so many organizations have adopted Customer Relationship Management (CRM) software. But CRM on its own does not fuel the interactions that take relationships to new levels and make them pay off. Why CRM Falls Short CRM works perfectly well for the task it was designed to handle: managing a company’s interactions…

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14 Sep: 5 Trends That Will Shape the Future for Business Development

Depending on the state of your business and industry, you may be looking to sustain your current growth rate or bounce back from your losses. But growing a business takes significant strategy to ensure you’re nabbing quality, lasting clients that take your business to the next level. And today’s frequently changing business landscape can upset the applecart. If you want your business to stand the test of time and sustain success, you’ll need to adopt leading industry and consumer trends. To help you form your business development strategy, let’s dive into five trends that will shape the future of business…

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17 Aug: How to Make a Convincing Business Case for CRM at Your Firm

You know that organizations adopt customer relationship management (CRM) systems with good reason. CRM systems are the conduit to better understanding your clients and their specific needs. And that positions you to properly align the right people with the right accounts. Just as important, a CRM system captures invaluable details about prospect relationships, such as who within your firm knows the prospect and what conversations they’ve had to date. Simply put, the information stored in your CRM system can equip your firm to more effectively pursue new business with both existing and prospective clients. With so much to gain from…

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10 Aug: 7 Ways Accounting Firms Can Thrive in a Changing Landscape

Like every other accounting firm, yours is likely under growing pressure to transform the way it interacts with clients. From the use of client-facing and internal technology to positioning your firm through differentiation, the way we do business is changing. It doesn’t help that the market feels saturated, considering the nearly 1.25 million accountants and auditors in the United States. That makes it difficult to stand out. Yet that is exactly what your firm must do to survive and thrive. Here are opportunities to do just that. 1. Develop Deeper Relationships At any given moment, about a third of accounting…