Today’s business development landscape has changed. There’s more information, more people, and more choices in this always on, mobile-centric world. As a result, today’s buying process is more complicated than ever, with clients who are more informed, independent, savvy, and highly influential. With access to so much information early in the buying process, clients are waiting longer before contacting a firm. By the time clients talk to BDM’s, they are already 57% of the way through the buying process. What’s more, clients have already defined their needs, researched solutions, settled requirements, and are starting to benchmark price. So, by the time the client reaches out, the only thing left for the firm to compete on is price. What’s clear is that the sophisticated and more demanding clients of today expect to be engaged in new ways. But for many firms, it’s not clear how they should respond and how BDM’s will find the time to engage in meaningful ways. BDM’s are already under tremendous pressure as well. Their jobs are highly complex, with internal demands consuming 67% of their time, leaving them with little for developing new business. BDM’s have so many non-BD demands placed on them that they multi-task constantly just to keep up. But every time they switch tasks, they don’t get more done. Instead they end up losing 40% of their productivity. When you add up all the lost productivity, it’s no wonder BDM’s spend only 1/3 of their time doing what’s most important – bringing new clients to the firm.

2. 57%
70%
67%
Microsoft & CSO Insights, How to Build a World-Class Sales Organization, 2015.
CEB, Why You’re Losing Competitive Advantage, 2015.
Microsoft’s Sell In The Now – How to make your team more productive.
CEB, “5 Statistics Every BD Executive Must Know,” 2014.

3. What’s top of mind
for BD directors

4. Microsoft
Dynamics 365
Common application platform: PowerApps, Microsoft Flow, Common Data Model
Microsoft Dynamics 365 xRM4Legal

5. Empowering BDM’s to drive personal engagement with clients
Personal
Engagement
Client
Management
Actionable
Insight
BD
Performance
BDM
Client
Managing
Partner

6. Microsoft custom research on digital transformation, 2016

7. Microsoft custom research on digital transformation, 2016

8. Microsoft custom research on digital transformation, 2016

9. Microsoft custom research on digital transformation, 2016

10. Productive AdaptableIntelligentPurpose-built

11. Empowering law firms to drive personal engagement with their clients
Personal
Engagement
Client
Management
Actionable
Insight
BD
Performance
BDM
Client
Managing
Partner

17. “All of a sudden it was like, BOOM –
all of this information is all in the open,
transparent, things were getting done
because everyone had a new kind
of awareness.”
Steve Novoselac
BI and .NET development manager

18. “Our people are loving the increased
functionality; they can do more,
more easily.”
Steven Hanna
VP and CIO

19. “We can use data to make data-driven
decisions and communicate to our teams
using actual data. Everyone here is very
smart, but the additional insights – based
on a single shared version of the truth –
make us all smarter.”
Rick Stow
Head of Client Relationship Management

20. Law firm BDM’s are under
tremendous pressure
Microsoft & CSO Insights, How to Build a World-Class Sales
Organization, 2015.
CEB, Why You’re Losing Competitive Advantage, 2015.
Microsoft’s Sell In The Now – How to make your team more productive.
CEB, “5 Statistics Every BD Executive Must Know,” 2014.
Microsoft, “The Dynamic Sales Team,” 2013.
1%
6.8
40%

21. Next steps
Schedule a “live” demo – 30 minutes
Organize a “proof of concept” – 1 week to 1 month
Run a pilot – including light-house practice group
Rollout firm-wide – targeting wider audience of
professional and support staff

22. Thank you!
www.xRM4Legal.com
www.xRM4Accounting.com
www.xRM4Finance.com
www.xRM.website