1.Overview
The Firm CRM provides intelligence supporting strategic business development. By tracking which practice areas the firm serves for each client, the system identifies expansion opportunities and supports targeted client development.
2.Practice Area Coverage Analysis
For each client, the system tracks which practice areas the firm serves:
Example Analysis: TechCorp, Inc.
Served Practice Areas
Litigation (employment litigation matters, 3 matters); Intellectual Property (patent prosecution, 2 matters).
Unserved Practice Areas
Corporate Transactions (potential for M&A work); Commercial Contracts (client likely uses other counsel); Labor & Employment (potential expansion given litigation experience).
3.Cross-Selling Recommendations
Based on practice area coverage analysis:
- Labor & Employment Expansion: Given existing employment litigation relationship, recommend proactive outreach regarding employment counseling and ongoing compliance
- Corporate Transactions: Based on client size and industry, likely candidate for M&A, financing, and strategic transaction work
- Regulatory Compliance: Based on industry, likely opportunity for regulatory compliance counseling
4.Client Development Strategy
For key clients, develop client development strategies:
- Stated Objectives: What practice areas does client want firm to expand into?
- Competitive Status: Who currently serves unmet legal needs? What is competitive position?
- Development Actions: Specific actions to expand relationship (seminars, proactive outreach, proposal for service expansion)
- Timeline: Target timeline for expanded relationship
Frequently asked questions
The Firm CRM organizes all client relationship information, enabling relationship intelligence and data-driven business development. It maintains comprehensive client records integrating client information with relationship history, matter history, and financial value.
Each client record includes identification and classification, contact information, key contacts (primary, billing, executive sponsor), relationship history with matter list and lifetime financial value, business information including strategic importance and cross-selling opportunities, and organizational hierarchy for corporate clients.
The CRM tracks practice area coverage per client, identifies unserved practice areas, generates cross-selling recommendations, and supports client development strategies with stated objectives, competitive status, development actions, and timelines.
When a new matter is created, the system checks primary party conflicts, related party relationships, opposing party conflicts, and prior matter adverse relationships. Potential conflicts are escalated for analysis, waiver, or ethical wall implementation with automatic access and communication restrictions.