Professional Services

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05 Jun: McCarthy Tétrault Drives Superior Client Service and Improves Collaboration Through Innovation

Technology is an essential tool. But whether it’s helping us email a client, book an appointment, or record account details, technology is only helpful as long as it’s used and valued.

This is the premise that McCarthy Tétrault, a leading Canadian law firm, uses when approaching their own innovation strategies. The end result is technological innovation that drives cultural and digital transformation and provides their lawyers with solutions that help them better service their clients, improve team collaboration, and understand their relationships.

For greater insight into how McCarthy Tétrault is driving innovation at their firm, we recently spoke with Nick…

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01 May: 5 Top Takeaways From Ackert’s 2018 Legal Business Development Trends Study

Demand for legal services has stagnated, leaving firms struggling to earn new business and stay profitable and facing two typical options.

There’s the traditional route, increasing rates and slashing expenses Or there’s the path shown to deliver stronger growth: investing more heavily in business development strategies. 

But which business development strategy should you choose? Which generates the most revenue?

That’s what David Ackert, President of Ackert Inc., set out to discover when they surveyed more than 100 law firms of various sizes for their study, 2018 Business Development Trends Across Law Firm Demographics.

What they found was, when it…

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18 Apr: How Professional Services Firms Can Increase Their Technology ROI

A few weeks ago I had a chance to spend some time with my team in our new Chicago office. If you know Chicago, it’s a great city with great people, great food, and a strong business community.  We flew the team in so that we could put some focus on new hire onboarding, strategic planning and, of course, our clients.

At one point during the week, we spent some time whiteboarding strategy for some great new product features that we’ll be releasing in Q2 (stay tuned!), sales operations, and general sales/marketing practices.

But as we poured through ideas and…

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22 Mar: 5 Types of Game-Changing Professional Services Automation Software

Professional services is a $1.7 trillion dollar industry and growing — with no signs of slowing down anytime soon. In fact, the U.S. Department of Commerce has reported that the industry’s annual revenue grew 6.2% in 2016. This growth has attracted new players to enter the game and duke it out for coveted market share.

In such a large and growing market, it’s important that professional services and consulting firms have the tools they need to grow their business and rise above the competition. This is where professional services automation (PSA) software comes into play.

What Is Professional Services…

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14 Mar: How to Form a CRM Implementation Plan That Drives Adoption

Your CRM implementation might fail. Let that sink in for a second.

It’s a scary realization after investing significant time and money into researching, selecting, and deploying a solution. Research has shown that on the high end, upwards of 70% of all CRM projects fail to meet desired expectations.

Here is a link to a handful of other CRM adoption statistics that will probably keep you up at night. If you don’t believe that stat, take a look at the graph below from a C5 Insight study.

Source: C5 Insight

So, enough talk about the daunting…

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20 Feb: Why People Love Introhive CRM Automation Software

There are many benefits of CRM automation your business can experience, from increasing productivity to improving data accuracy. But not every CRM automation vendor provides the same level of experience, service, or results. Your CRM automation software might take too long to set up, require that you use a specific CRM, or use only a few data sources.

Here at Introhive, we pride ourselves on providing a great customer experience for both your executive leadership and end users of your CRM by offering superior automation and relationship insights. Through key integrations with your existing CRM, email service, and multiple data…

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30 Jan: Client Relationship Advice You Can’t Ignore From Business Development Professional Alan Mercer

Few people know the exact challenges that business development professionals face on a day-to-day basis. Luckily for us, Introhive’s new Account Director, Alan Mercer, is one of those unique individuals.

Having spent the last decade in the legal sector as a legal marketing and business development professional, Alan has devised and implemented a range of successful new business and client development initiatives. He’s faced and solved many of the common challenges around growing a profitable client base by understanding, strengthening, and leveraging existing relationships.

With all of this experience under his belt, it goes without saying that Alan has unique…

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24 Jan: 3 Tips for Developing Relationships at Your Professional Services Firm

Business is all about relationships — a concept that has been hammered home for decades. Rock solid client relationships lead to increased deal sizes, stronger client loyalty, and an increase in referrals, making relationship development an essential component to both sales and marketing. But not every firm makes client relationships a top priority or executes an effective strategy.

After working with finance, legal, and other professional services firms, we’ve seen firms struggle to master the art of developing client relationships. Too often we see self-promotional campaigns, generalized communications, and other campaign missteps.

To really engage with your clients and see…

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12 Jan: 5 New Year’s Resolutions to Improve Your Firm’s Business Development

Every year we have the chance to start fresh and improve our lives from the year before. It’s why you see so many health and fitness advertisements leading up to and past New Year’s Day. We create resolutions — a firm decision to do or not do something — for self-improvement.

This opportunity for self-improvement and goal setting doesn’t just apply to individuals, though. Businesses can also seize the opportunity, motivating their teams to reach higher goals than ever before. And in an area like business development, these resolutions can mean big business results.

If your business development team is…