Most attorneys will attend countless conferences, meetings and other networking opportunities throughout the course of their career, and inevitably collect hundreds of business cards from people they meet at these events. Each business card you acquire may represent a potential client, referral source or other valuable contact. But what becomes of those business cards? If they just get added to an ever-growing stack on your desk or tossed in a drawer, you are missing many opportunities to grow your network and develop new relationships that could lead to developing new business.
Use technology to get organized
Attorneys are not using law books from 1980 to research case law – technology has given them easy access to the most current information available. The law library has become obsolete and been replaced by online resources such as Thomson Reuters Law Books and the Gallagher Law Library. The same is true for the business side of practicing law – technology has replaced the rolodex and ledger books. Running a modern law practice means using technology to stay at the forefront of changes in the law, and it also means using technology to streamline your practice management efforts.
You need a Client Relationship Manager
That’s what CRM stands for – Client Relationship Manager. A CRM is an insightful and interactive tool for managing all your professional relationships – clients, prospects and referral sources. The Centerbase CRM is easy to set up and use, and it integrates with all the other technology needed to build and manage a successful practice.
The Centerbase CRM makes previously tedious tasks a piece of cake. You’re able to import contacts from LinkedIn with just a single click. That’s it – done. And those business cards you collect – simply take a photo of the card and Centerbase will convert it into a new contact in your database.
The most important part of networking
Following up is the most critical component of building your network. Meeting new people is great, especially when you really connect with someone who may be a good candidate to become a new client or referral source. But one good conversation is almost never enough to convert a contact into a client. It takes time – sometimes years – to nurture that relationship and overcome the trust barrier before you get a signed engagement letter. So following up after you meet someone is vital, especially if you can reach out while the initial connections is still fresh in everyone’s mind.
Centerbase makes following up with new contacts a snap – Centerbase can remind you about getting to get in touch with someone new, or reaching out again to keep moving the contact through the business development. It is tools like these that level the playing field and positions a small firm to compete with larger firms and their big pool of staff and resources.
When you implement a CRM into your practice, you get a powerful advantage in business development – the ability to organize, prioritize and connect with your contacts on a regular basis. No more business card backlog and missed opportunities.