LMA Tech West 2022: Showing Your Value

Jill Huse and Heather McCullough recently partnered with Nathalie Daum (Dickinson Wright) to present at the 2022 LMA Tech West Conference. Their presentation, “Marketing & Business Development Team KPIs: Showing Your Value,” was recorded and is now available for viewing through this webpage.

“WHAT DO YOU DO?” THIS QUESTION IS SO OFTEN ASKED, BUT SO DIFFICULT TO ANSWER FOR THE MARKETING AND BUSINESS DEVELOPMENT TEAMS OF PROFESSIONAL SERVICE FIRMS. SOMETIMES, IT SEEMS EASIER TO ANSWER, “WHAT DON’T WE DO?”

In a survey of our network, we learned that currently fewer than 25% of law firm marketing and business development departments are tracking their efforts. And even if they are tracking efforts, they typically have a difficult time demonstrating their return on effort, understanding team workload and justifying the need for additional team resources to firm management. Information is housed in many disparate areas and not centralized for ease of access or application of meaningful data metrics. So, what is a team to do?

During this interactive session, real world case studies of how teams are tracking and reporting on their efforts and workshop practical tactics and best practices for implementation were discussed.



As a takeaway, participants were asked to:

- Create a list of data points to track on their team;

- Identify who is the "owner" of tracking the information;

- Discuss how to streamline the tracking process.