Law firms can save thousands on PI insurance premiums by adopting better systems

1. Risk Management and Compliance
David Blumentals
Director, CRM/xRM Strategy
DBlumentals@xRM4Legal.com

2. Contents
1. The “Power of Productivity”
2. Our Marketing and Business Development
Conversation
3. Our Risk Management and Compliance
Conversation
4. Our “Extended CRM” Conversation
5. Summary

3. xRM4Legal Enables
New Conversations with Clients
Uncover Simplify
relationships and opportunity and
opportunities pitch
management
Focus on Streamline
marketing and risk management,
bus. development compliance and audit
Achieve new Attain real-time
clients and performance
sources of management
revenue

4. Business Development Capabilities
Differentiators
 From “Prospective Client
to Cash”
 Native Outlook Client
 Robust workflow
 Insightful analytics
 Mobile productivity

5. Next Generation Outlook: The
Right Data at our Fingertips
Provides optimal
visibility into client
records
Reduces training required
Improves teamwork
Increases user adoption

6. Show in Favorites: Minimise Clicks
Reduce mouse clicks and windows
– a time saver for all users
Can pin frequently accessed
records (Clients, Contacts,
Potential New Matters, Inceptions
etc.)

7. Real-Time Filtering: System-wide and
Personal Views
Allows staff to instantly zero-in on
needed data
Excel-like sort and filter on
each column
For example, you can use filters to
display only records that fall into
particular industry risk categories

8. Excel Export/Import: Improved
Data Access and Reporting
True bi-directional sync with Excel
Changes made in Excel are
automatically incorporated

9. Team Sharing: Better Collaboration
Ownership and sharing
of records with clients
For example, you could have a “Large
Client” team made of Partner, Associate,
Paralegal etc.
Team security roles and roll-up
reporting are provided

10. Intelligent Docs: Streamlined Assembly
Quickly create marketing
newsletters, event invitations,
instruction letters, Terms and
Conditions of Business etc.
Embed document management
capabilities of SharePoint
Select records, highlight merge
fields, preview and print

11. Risk Management and Compliance
Capabilities
Differentiators:
 365 client view
 Integrated People and
Competitor information
 Built-in KnowledgeBase
 Streamlined processes

12. Integrated Know Your Client
Information
Record More
Addresses,
Subsidiaries and
Relationships
Access “live” Company
Overview, People and
Competitor Information

13. Simplified Potential New Matter
(Opportunity) Tracking
Easily and quickly search by File
Left hand navigation Summary, Client, Fee Earner etc.
pane for users that Access Potential New
want to jump to Matters with a single
specific records click
Can easily scroll down
for required information

14. Summary and Forecast
Information
An effective deal database pulls data into a
central repository that would normally be
scattered across several firm resources (eg,
Practice Management, Finance, HR, Document
Management, Compliance etc.). The purpose is
to provide a unified profile of each potential new
matter for understanding and risk assessment

15. Selection Criteria/Processes
It is critical that all potential new matters are
subjected to strong selection criteria, in order
that the business of the future meets the
strategic needs of the firm. It is far more
beneficial to attract the right business in the first
place, i.e. “get it right the first time”

16. Compliance Checklist/Key Dates
A simple,
Non prescriptive,
Flexible checklist –
Not a “to-do” list

17. Terms and Conditions
The business case is an integrated solution
that leverages existing information already
held for marketing and business
development while improving overall risk
management, compliance and client care…

18. Built-in Audit History
A native audit trail functionality makes it
easy to track evolution of CRM data. It
shows the Changed Date and Time,
Changed By, which field changed, the Old
Value and the New Value. Supports a
variety of audit compliance legislation:
Sarbanes-Oxley, EU 8th Directive, J-SOX
and Bill 198C

19. Compliance Summary Review
The hat trick for the firm is a database with the
necessary data that can be maintained and used to
market the firm, easily mined by administrative staff,
such as marketing, finance and Knowledge
Management staffers, who can push the much-
needed data out to the lawyer/s as and when
required

20. Charts and Dashboards
Real-time dashboards deliver advanced business
intelligence functionality that is simple to use and easy to
change. Users can quickly configure multiple dashboards
to monitor performance. The dashboards can be set up
for individual or shared use and can include inline charts
with drill-down intelligence to visually navigate data,
identify trends and uncover new insights

21. Structured Workflow: Automated
Reminders, Task Creation, Reports
Enforce actions/tasks based on
pre-defined business rules and risk
management procedures
Create many steps – for example to
send reminder email/s, create
tasks, send acknowledgements etc.

22. Complete Activity/History Tracking
Immediately add new tasks, subject
lines, priorities…
Record and track any activity –
email, phone call, task, letter etc.
Completely integrated with Outlook
email, calendar and tasks

23. The Evolution from CRM To Extended CRM
Extended CRM leverages the Client Relationship
Asset Management
Management
flexible xRM Framework that
allows firms to easily
configure and extend the Matter Management Property Management
capabilities of xRM4Legal to
matter, trademark, resource,
project management etc. Stakeholder Trademark
Relationship Management
Management
Extended CRM is additive to Employee Relationship Opportunity
Management Management
core CRM and allows firms to
track and maximise the value
Contractor Relationship
of other relationships and Management Pitch Management
assets and in turn extend the
power of CRM.
Supplier Relationship
Event Management
Management

24. Extended CRM Capabilities
Differentiators:
 Robust workflow
engine
 Multi-channel
communications
 Powerful BI
capabilities
 Point-and-click
configuration
 Templates
 eService options

25. Effortless Configuration
Implement business rules for
mandatory fields and formatting
Add new field attributes, tabs, sections Drag and drop to
move fields,
sections and tabs

26. In summary, xRM4Legal:
1. Familiar, intelligent and integrated experience
2. Wealth of legal-centric features
3. Strong law firm value for integrated Risk Management and
Compliance with Marketing, Business Development, Client
Care and Extended CRM scenarios
Call David Blumentals on +61 409 245 354
Or email DBlumentals@xRM4Legal.com