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#PSPG2Electrify Your CRM/ERM
Electrify Your CRM/ERM: Tips Electrify Your CRM/ERM: Tips from Six from Six GigawattGigawatt Generators Generators
#PSPG2Electrify Your CRM/ERM
The Generators
• Deb Dobson, Build an Internal LinkedIn with InterAction
• Bill Vannerson, Using D&B Data• Sunny Bane, Targeting Your Efforts• Paul Webb, Co-Counsel Advantage• Cyndy McCollough, Getting CRM Value from ERM• Paul Sammon, EPiC Challange
#PSPG2Electrify Your CRM/ERM
Build an Internal LinkedIn with InterAction
Deb Dobson
#PSPG2Electrify Your CRM/ERM Deb Dobson
#PSPG2Electrify Your CRM/ERM
Challenges
• InterAction• LinkedIn
Deb Dobson
#PSPG2Electrify Your CRM/ERM
Integrate with Business Development Initiatives
Deb Dobson
#PSPG2Electrify Your CRM/ERM
Relationships are Key
• Who • What• How • When
Deb Dobson
#PSPG2Electrify Your CRM/ERM
Develop Strategic Partnerships
You can’t do it alone
Deb Dobson
#PSPG2Electrify Your CRM/ERM
Partnership
ITIT BDBD
EDED
InterActionInterAction
Deb Dobson
#PSPG2Electrify Your CRM/ERM
Make Your CRM Social
Build an Internal LinkedIn
Deb Dobson
#PSPG2Electrify Your CRM/ERM Deb Dobson
#PSPG2Electrify Your CRM/ERM Deb Dobson
#PSPG2Electrify Your CRM/ERM Deb Dobson
#PSPG2Electrify Your CRM/ERM
Using D&B Data
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Two Uses for D&B Data
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Identifying Companies
593266598
185633269
200650361117953712
846036616
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Prospect Companies
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Processing New Clients
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Processing New Clients
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Where’s the DUNS #?
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Profiling Companies
483111: Deep Sea Freight Transportation
541110: Offices of Lawyers
713210: Casinos (except Casino Hotels)
482111: Line-Haul Railroads
541110: Offices of LawyersHeadquarters
2,500 Employees19 Locations
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Certify/Match/Append
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
How we use Profile Data
Bill Vannerson
#PSPG2Electrify Your CRM/ERM
Client Profiles
Sunny Bane
#PSPG2Electrify Your CRM/ERM
Client Profiles
Sunny Bane
#PSPG2Electrify Your CRM/ERM
Sales Pipeline
Sunny Bane
#PSPG2Electrify Your CRM/ERM
Pitch Tracking
Sunny Bane
#PSPG2Electrify Your CRM/ERM
Pitch Tracking
Sunny Bane
#PSPG2Electrify Your CRM/ERM
Putting It All Together
Sunny Bane
#PSPG2Electrify Your CRM/ERM Paul Webb
#PSPG2Electrify Your CRM/ERM Paul Webb
#PSPG2Electrify Your CRM/ERM
“…the Delaware Court of Chancery has become perhaps the most important legal battleground for American corporations …its judges help shape the course of business law.”
New York Times - DealbookJune 8, 2011
Paul Webb
#PSPG2Electrify Your CRM/ERM Paul Webb
#PSPG2Electrify Your CRM/ERM
Relationships:• Knowledge about who’s
coming to DE is highly prized.
• Chancery Courts don’t make it easy to get this info.
• Each firm has its own strategy.
Paul Webb
#PSPG2Electrify Your CRM/ERM
Before CRM/ERM
Paul Webb
#PSPG2Electrify Your CRM/ERM
Get Out In Front• Who do we know?
• What are they doing?
• How can we connect?
Paul Webb
#PSPG2Electrify Your CRM/ERM
“When we understand that slide, we’ll have won the war,”
General McChrystal, New York Times 4/26/10
Paul Webb
#PSPG2Electrify Your CRM/ERM Paul Webb
#PSPG2Electrify Your CRM/ERM Paul Webb
#PSPG2Electrify Your CRM/ERM
Goal:
Paul Webb
#PSPG2Electrify Your CRM/ERM
Connect The Right People
Cyndy McCollough
#PSPG2Electrify Your CRM/ERM
Connect The Right People
Cyndy McCollough
#PSPG2Electrify Your CRM/ERM
Fill Regional Events
Cyndy McCollough
#PSPG2Electrify Your CRM/ERM
Fill Regional Events
Cyndy McCollough
#PSPG2Electrify Your CRM/ERM
Getting CRM Value from ERM
Requirement CRM ERM
Identify contacts by location yes yes
Share contacts across firm yes yes
Create industry lists yes yes
Measure strength of relationship no yes
Execute email campaigns yes no
Track contact activities & subscriptions yes no
Cyndy McCollough
#PSPG2Electrify Your CRM/ERM
The Opportunity!
#PSPG2Electrify Your CRM/ERM
The Opportunity
Have we done this before? Relationships
ContentMoney
$$$Our Experts
Paul Sammon
#PSPG2Electrify Your CRM/ERM
What Used to Happen
Rule bending
How much?
MIMS
AIMS
Experience & Opportunities
Word
Excel Deal
Centre
Intranet
Contact & Organisations
CV’s
PeopleSoft
DocMan
Who’s Who
AO.com
Events
Excel
APEXeDeal
Word
Outlook
Key Clients
Paul Sammon
#PSPG2Electrify Your CRM/ERM
What Could Happen…
Experience
Pitches and
Contacts
Don’t re-invent the wheel!
Paul Sammon
#PSPG2Electrify Your CRM/ERM
EPiC – An Integrated Solution
EPiC
Intranet
AO.com
$ £ 3e $ £
PeopleSoft
ContactNet
Paul Sammon
#PSPG2Electrify Your CRM/ERM
Putting It All Together
Experience
ExpertsPricing
Relationships
Power Search
Opportunities
Proposals
Paul Sammon
#PSPG2Electrify Your CRM/ERM
Power search
Paul Sammon
#PSPG2Electrify Your CRM/ERM
Experience
Paul Sammon
#PSPG2Electrify Your CRM/ERM
Experts
Paul Sammon
#PSPG2Electrify Your CRM/ERM
Pricing
Paul Sammon
#PSPG2Electrify Your CRM/ERM
Opportunities
Paul Sammon
#PSPG2Electrify Your CRM/ERM
Proposals
Paul Sammon
#PSPG2Electrify Your CRM/ERM Paul Sammon
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