Assessment Section 1 Tell Us About You and Your Firm 1. What is the size of your firm? 0 - 50 Fee-Earners 51 - 100 Fee-Earners 101 - 350 Fee-Earners 351 - 750 Fee-Earners 751 -2000 Fee-Earners 2000+ Fee-Earners Section 1 Tell Us About You and Your Firm 2. What is your firm's ranking? Please select all that apply. Am Law 100 Am Law 200 NLJ 500 Global 100 Global 200 UK Top 100 UK Top 200 APAC 100 Euro 100 We are not ranked Section 1 Tell Us About You and Your Firm 3. What is your firm's primary location (city)? Section 1 Tell Us About You and Your Firm 4. Please identify your role at the firm: Chief Business Development OfficerChief Marketing OfficerBusiness Development DirectorMarketing DirectorBusiness Development ManagerMarketing ManagerPartnerAssociateOther Section 1 Tell Us About You and Your Firm 5. What level of Business Development maturity would you like to see your firm achieve? Ad-hocReactiveDevelopingManagedOptimizedDifferentiated LexisNexis® Business Development Maturity Model Diagram - please click here Section 2 Tell Us About Your Firm's Marketing & Business Development Organization 6. Select all the items that describe your firm's Business Development & Marketing organization: We do not have a separate BD team We have separate BD and Marketing functions that provide admin support on and as-needed basis We have BD and/or Marketing Managers but they have limited authority within the firm We have strong teams of experienced BD managers/directors We have BD resources assigned to all of our practice groups and client success teams We have hired experienced sales people from other industries to help fee-earners with business development Our CMO/CBDO drives strategic outcomes and is seen as an expert advisor across the firm Section 2 Tell Us About Your Firm's Marketing & Business Development Organization 7. Select all the items that describe how your firm's Business Development & Marketing organization functions: Our BD or Marketing team's primary focus is on e-mail marketing, events and responding to RFPsPartners typically work independently to identify their own targetsWe often pursue opportunities before completing conflict checksWe identify key targets/prospects at the start of the yearWe assign partners and/or client teams to identified targetsWe have regular meetings to review business development opportunities and key client relationshipsBD teams prospect and reach out to potential clientsBD Directors often accompany partners to pitch meetings with clients Section 3 Tell Us About Your Firm's Processes and Culture 8. Has your firm adopted a firmwide process for any of the following? Please select all that apply. Objective and goal setting Client team managementCross-sellingMarketing campaign and event managementContact managementExperience managementIndustry team management Lateral on-boardingNew business pursuitsNew Matter intake including conflict checkPitch and proposal managementReferral managementWe don't have any firmwide, documented processes for any of the above Section 3 Tell Us About Your Firm's Processes and Culture 9. Select all the items that best describes your firm's BD policies Our firm does not have documented BD policies or set budgetsBD policies are set at the Practice Group levelBD budgets are set at the Practice Group levelFee-earners must log activities or describe their interactions in some way to be reimbursed for business development expensesProcedures for asking for Pitch or Proposal creation support are standardized, documented and generally adhered toProcedures for asking for Pitch or Proposal creation support are ad hoc and no documented or standard approaches are followedSome firmwide BD policies have been agreed to, but may lack documentation or standardizationWe have documented and agreed upon qualification criteria by which all potential opportunities are evaluatedPolicies on sales/BD processes and budgets/expenses are agreed to firmwide, fully documented, readily available to all fee-earners and regularly monitored Section 3 Tell Us About Your Firm's Processes and Culture 10. Select the item that best describes your firm's BD coaching process. No standard BD training program exists for our fee-earnersFee-earners go through a standard training program for business development but no follow-up coaching or reinforcement is providedFee-earners go through a standard training program and receive one or two supplemental 1:1 coaching/guidance sessions but no other reinforcement is providedFee-earners are provided with a training program that is reinforced with at least monthly meetings with a firm leader or BD consultant to review their goals, commitments and progressFee-earners are provided a training program that is reinforced through 1:1 coaching/guidance on a regular basis (monthly/quarterly) and meet at least monthly with a firm leader or BD consultant to review their goals, pipeline and commitments to assess and reinforce progress Section 3 Tell Us About Your Firm's Processes and Culture 11. Has your firm adopted any formal Sales/BD methodologies (e.g. Bunnell Idea Group, The Challenger Sale, Ackert Advisory, etc.)? YesNoWe are currently thinking about it Section 3 Tell Us About Your Firm's Processes and Culture 12. Pick the one option that best describes your firm's culture of relationship sharing: Fee-earners do not share their relationships and the majority are opposed to introducing others in the firm to their clientsOur culture is becoming more collaborative with sharing relationships and some information, but cross-selling efforts rarely occur and Partners are still reluctant to make introductions in many instancesWe do not openly share our relationship information, but when others inquire we will often make introductions or make it known there is already a relationshipWe have a culture where relationships and information are shared and the majority of practice groups are beginning to have better reinforcement policies for collaborating with other groups and cross-selling effortsWe have a collaborative culture where all relationships and information are readily shared, the firm provides many social opportunities across practice groups, Partners frequently look for opportunities to connect the right people in the firm with their clients where it makes sense and we have robust cross-selling efforts Section 3 Tell Us About Your Firm's Processes and Culture 13. Collaboration is engrained into the culture of the firm, relationships are viewed as a shared resource, and fee-earners do not hoard contacts. 1 - I Strongly Disagree2 - I Disagree3 - I Slightly Disagree4 - I Slightly Agree5 - I Agree6 - I Strongly Agree Section 4 Tell us about your firm's goal setting and planning processes 14. Select all the items that best describes your firm's goal alignment across the organization: We do not have specific goals but have general high-level goals for the firmWe set goals once a year at the firm level, but don’t really refer back to them until the next yearPractice group heads know and understand the strategic goals and have plans to meet those goalsEach practice group reviews progress against their goals at least quarterlyIndividual goals are aligned to practice group and strategic goals; compensation is tied to goal achievementOur strategic goals are quantitative, drive all other goals in the organization and are continuously monitored Section 4 Tell us about your firm's goal setting and planning processes 15. Select all the data that is used to inform business development planning and goal setting. Geographic revenuePractice area revenueIndustry/sector revenueClient revenueClient profitabilityClient engagement activityPitch win/loss ratiosMatter staffing analysisMarket research and analysisTrack conversion ratios between sales stagesTrack the number of touchpoints it takes to convert a lead to an opportunityCompetitive intelligence Section 4 Tell us about your firm's goal setting and planning processes 16. Who is involved in setting firm strategy and goals? Please select all that apply. Managing PartnersPractice HeadsSector LeadersCBDO/Business Development DirectorCMO/Marketing Director Section 4 Tell us about your firm's goal setting and planning processes 17. How involved is marketing and business development in setting overall firmwide strategies and goals? 1 - Not at all involved2 - Minimally involved3 - Somewhat involved4 - Involved5 - Very involved6 - Marketing and BD help drive the conversation Section 5 Tell us about how your firm targets and prioritizes initiatives and opportunities 18. Which methods does your firm use to qualify or prioritize leads and opportunities? Please select all that apply. Our firm does not have a defined process and fee-earners decide whether or not to pursuePractice groups prioritize pursuits/opportunities using their “gut,” based on potential revenueThe firm segments companies based on the firm’s strategic goals and this is weighted heavily in decisions on whether or not to pursue an opportunityThe firm has a documented lead scoring process that is quantifiable and is considered for every lead before additional funds are spent on business development activitiesThe firm has a documented qualification process that is reviewed and used for every opportunity and firm members may not pursue an opportunity that doesn’t meet the criteriaThe firm has a document qualification, lead scoring and prioritization process where certain activities, information or actions must occur before the lead or opportunity is either moved forward in the process or abandonedThe firm has implemented a system in order for firm members to adhere to qualification and prioritization processes. Section 5 Tell us about how your firm targets and prioritizes initiatives and opportunities 19. Select all that describe your firm's process for managing and segmenting client/prospect data. Fee-earners manage their own client and prospect lists and reach out for help on pitches or events as neededWe have client service teams that manage relationships with our key clientsWe have developed ideal client profiles and we segment our client and prospect list based on these profilesWe develop thought leadership and content specifically for our key client segmentsWe have defined criteria and qualify opportunities before investing BD and fee-earner resources in pursuing the opportunityWe use analytics from our website, blogs and other digital media to identify opportunities to cross-serve our existing clients more effectivelyWe have established criteria to identify cross-serving opportunities and we incentivize our fee-earners to pursue cross-servingWe have a good understanding of client and matter profitability and the costs associated with bringing in the work with a full picture of their lifetime value and use those measures to make decisions Section 5 Tell us about how your firm targets and prioritizes initiatives and opportunities 20. How is marketing engagement data used to inform targeting at your firm? Please select all that apply. Marketing engagement data is not tracked or sharedMarketing sends event attendee lists out via emailMarketing events and emails are tracked in a CRM systemOur web and digital campaigns are tracked with all other marketing activities in a CRM system to see interest in individuals, topics or response to campaignsWe track all client engagement to understand end-to-end interactions with individualsWe can use intelligence from cross-channel initiatives to anticipate client/relationship needs Section 5 Tell us about how your firm targets and prioritizes initiatives and opportunities 21. Which of these describe how your firm tracks and manages relationship data? Please select all that apply. We don't have a way to track relationships and/or our fee-earners typically send "Does anyone know X person" emailsWe track "Who Knows Whom" relationships and the repository is used firmwide for others to find relationship informationWe track strength of relationship or engagement information through an automated system with scoring capabilities based on email and meetingsWe track strength of relationship or engagement information through self-assessment field selection at both the person and company levelWe use other external data to discover relationship information and marketing enters/publishes the information to others in the firmWe use other external data to discover relationship information and give firmwide access to the informationWe can understand the depth and breadth of relationships and understand where we have relationships at different levels in the organization, how strong they are and if there are any risks for our key clients Section 6 Tell Us How Your Firm Tracks Progress and Success Against Objectives, Initiatives, Opportunities, etc. 22. Select the answer that best describes how your firm tracks progress against objectives and initiatives. We do not formally track progress against objectives and initiativesProgress is only reviewed on an ad hoc basis when leadership requests an updateEach team tracks their own objectives and initiatives through a mix of spreadsheets and other manual processesWe track progress at the firm level through spreadsheets or other manual processEach objective and initiative is managed through a centralized system (CRM, ERM, Practice Management, etc.) and all activities and tasks against them are tracked within it and regularly reviewedEach objective and initiative is managed through a centralized system (CRM, ERM, Practice Management, etc.) and all activities and tasks against them are tracked within it and the data is used to inform future decision Section 6 Tell Us How Your Firm Tracks Progress and Success Against Objectives, Initiatives, Opportunities, etc. 23. How does your firm track and record metrics around pitches, pipeline, and opportunities? Please select all that apply. We don't track pitches or opportunitiesWe successfully track all outcomes from opportunities and pitchesOur firm tracks origination and lead sourceWe have a standardized opportunitiy tracking process with defined stagesWe segment and use our opportunities data to forecast pipeline and revenueThe firm has agreed upon the lifecycle and value of opportunities and can calculate and predict optimal lifecycle for each opportunity and adjust for maximum success Section 6 Tell Us How Your Firm Tracks Progress and Success Against Objectives, Initiatives, Opportunities, etc. 24. Which of these describes your use of metrics at the firm? Please select all that apply. We don't track or report business development or marketing metrics at our firmWe capture and report basic marketing metrics like page visitors for bios or blogs as well as followers on social mediaWe have a dashboard or monthly report that includes metrics and calculates ROI for events, thought leadership, opportunities, etc.The firm uses historical data when setting strategic, group and personal goalsWe can understand patterns that lead to success and adjust our processes accordinglyWe use analytics from our website, blogs and other digital media to score leads and create prospecting lists that are acted upon by fee-earners and marketingWe use leading indicators to predict win potential and time to closeOur fee-earners have KPIs, dashboards or spreadsheets that show the health of their pipeline, who they should contact and relationship risks, and their BD activities Section 6 Tell Us How Your Firm Tracks Progress and Success Against Objectives, Initiatives, Opportunities, etc. 25. How does your firm measure client experience and satisfaction? Please select all that apply. We do not regularly gather client feedbackSome practice groups gather client feedback, but use inconsistent methods or formatsThe firm uses a standard set of survey questions to gather client feedback and collates the information in a system or document to be reviewed by managementA firmwide client feedback program/methodology has been established, documented and staffedFee-earners and firm members are trained in gathering and responding to client feedbackClient feedback is collected in a central repository and used proactively to make improvements in client service Section 6 Tell Us How Your Firm Tracks Progress and Success Against Objectives, Initiatives, Opportunities, etc. 26. Indicate how often your firm is tracking and reviewing the following metrics (Please select one answer from each drop-down menu) AFA assessmentWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Business trendsWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Client team business development plansWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Cross sellingWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Individual business development plansWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Industry business development plansWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Lateral integrationWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Lateral recruitingWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Lead generationWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often PipelineWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Practice group business development plansWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Strategic initiatives vs. planWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Targeting/prospectingWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Section 7 Tell Us About Your Firm's Software Solutions 27. Select the answer that best describes the way your firm manages sales software/tools. A fee-earner can choose their own business development/"sales" toolEach practice group can select their own toolThe practice groups have a choice between firm selected toolsOne tool is in use firmwide Section 7 Tell Us About Your Firm's Software Solutions 28. Select all the items that best describe the type of software solutions your firm provides to support marketing and business development Our firm does not provide any software tools other than standard Microsoft® Excel® and Outlook®The firm has created standard Excel or Word templates that must be utilized by fee-earners for tracking, reporting status or asking for assistance/materials related to business developmentOur firm has a Customer Relationship Management (CRM) systemOur firm has a Enterprise Relationship Management (ERM) systemOur firm has Marketing Automation tools (please specify below)Our firm uses pitch and proposal management software (please specify below)Our firm has a deployed experience management solution (please specify below)Our firm uses analytics tools (please specify below)The firm has deployed a social media software solution, readily available to all fee-earners, that provides some pre-defined content and allows message posting to multiple social media sites, with reminders, prompts and statistics Section 8 Tell Us About your Firm's CRM/ERM Solutions 29. Select all that describe the CRM deployment at your firm. Marketing is the only group using the CRM systemCRM is rolled out to all professionals but they don't update or share contactsWe have relationship data in our CRM or ERM system, but use of the data is ad-hoc and not systematizedCRM data is generally up-to-date and reliableAll of our professionals actively enter information into the CRMWe use our CRM solution somewhat regularly for business development purposes such as researching/looking up relationship/contact info, recording touch points with targets, or being alerted to actions of others and we act on the info to touch base with targetsCRM is seen as a business-critical system that all firm members use as part of their normal daily workflow to research relationship or contact information, record touch points, be alerted to the actions of others, act on information discovered and for business development purposes Section 8 Tell Us About your Firm's CRM/ERM Solutions 30. What CRM or ERM software solutions do you currently use to help enable your marketing and BD efforts. Please select all that apply. LexisNexis InterAction Salesforce Microsoft Dynamics Intapp (Deal Cloud, Oneplace) Legal360 Thomson Reuters BD Premier ContactEase Peppermint Gwabbit LexisNexis InterAction IQ Introhive Others (please specify, separating answers with a comma) Section 8 Tell Us About your Firm's CRM/ERM Solutions 31. Which analytics tools does your firm currently use? Please select all that apply. Aderant Cognos Excel Google Analytics Microsoft Power BI Redwood/Spotlight Tableau None Other You have now completed the Business Development Maturity assessment. Complete the form to receive your results and see where your firm’s business development efforts sit on our maturity scale. I have read and agree to the Terms & Conditions and the Privacy Policy. I agree to receive any communication and follow-up materials regarding this content. 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1. What is the size of your firm? 0 - 50 Fee-Earners 51 - 100 Fee-Earners 101 - 350 Fee-Earners 351 - 750 Fee-Earners 751 -2000 Fee-Earners 2000+ Fee-Earners
2. What is your firm's ranking? Please select all that apply. Am Law 100 Am Law 200 NLJ 500 Global 100 Global 200 UK Top 100 UK Top 200 APAC 100 Euro 100 We are not ranked
4. Please identify your role at the firm: Chief Business Development OfficerChief Marketing OfficerBusiness Development DirectorMarketing DirectorBusiness Development ManagerMarketing ManagerPartnerAssociateOther
5. What level of Business Development maturity would you like to see your firm achieve? Ad-hocReactiveDevelopingManagedOptimizedDifferentiated LexisNexis® Business Development Maturity Model Diagram - please click here
6. Select all the items that describe your firm's Business Development & Marketing organization: We do not have a separate BD team We have separate BD and Marketing functions that provide admin support on and as-needed basis We have BD and/or Marketing Managers but they have limited authority within the firm We have strong teams of experienced BD managers/directors We have BD resources assigned to all of our practice groups and client success teams We have hired experienced sales people from other industries to help fee-earners with business development Our CMO/CBDO drives strategic outcomes and is seen as an expert advisor across the firm
7. Select all the items that describe how your firm's Business Development & Marketing organization functions: Our BD or Marketing team's primary focus is on e-mail marketing, events and responding to RFPsPartners typically work independently to identify their own targetsWe often pursue opportunities before completing conflict checksWe identify key targets/prospects at the start of the yearWe assign partners and/or client teams to identified targetsWe have regular meetings to review business development opportunities and key client relationshipsBD teams prospect and reach out to potential clientsBD Directors often accompany partners to pitch meetings with clients
8. Has your firm adopted a firmwide process for any of the following? Please select all that apply. Objective and goal setting Client team managementCross-sellingMarketing campaign and event managementContact managementExperience managementIndustry team management Lateral on-boardingNew business pursuitsNew Matter intake including conflict checkPitch and proposal managementReferral managementWe don't have any firmwide, documented processes for any of the above
9. Select all the items that best describes your firm's BD policies Our firm does not have documented BD policies or set budgetsBD policies are set at the Practice Group levelBD budgets are set at the Practice Group levelFee-earners must log activities or describe their interactions in some way to be reimbursed for business development expensesProcedures for asking for Pitch or Proposal creation support are standardized, documented and generally adhered toProcedures for asking for Pitch or Proposal creation support are ad hoc and no documented or standard approaches are followedSome firmwide BD policies have been agreed to, but may lack documentation or standardizationWe have documented and agreed upon qualification criteria by which all potential opportunities are evaluatedPolicies on sales/BD processes and budgets/expenses are agreed to firmwide, fully documented, readily available to all fee-earners and regularly monitored
10. Select the item that best describes your firm's BD coaching process. No standard BD training program exists for our fee-earnersFee-earners go through a standard training program for business development but no follow-up coaching or reinforcement is providedFee-earners go through a standard training program and receive one or two supplemental 1:1 coaching/guidance sessions but no other reinforcement is providedFee-earners are provided with a training program that is reinforced with at least monthly meetings with a firm leader or BD consultant to review their goals, commitments and progressFee-earners are provided a training program that is reinforced through 1:1 coaching/guidance on a regular basis (monthly/quarterly) and meet at least monthly with a firm leader or BD consultant to review their goals, pipeline and commitments to assess and reinforce progress
11. Has your firm adopted any formal Sales/BD methodologies (e.g. Bunnell Idea Group, The Challenger Sale, Ackert Advisory, etc.)? YesNoWe are currently thinking about it
12. Pick the one option that best describes your firm's culture of relationship sharing: Fee-earners do not share their relationships and the majority are opposed to introducing others in the firm to their clientsOur culture is becoming more collaborative with sharing relationships and some information, but cross-selling efforts rarely occur and Partners are still reluctant to make introductions in many instancesWe do not openly share our relationship information, but when others inquire we will often make introductions or make it known there is already a relationshipWe have a culture where relationships and information are shared and the majority of practice groups are beginning to have better reinforcement policies for collaborating with other groups and cross-selling effortsWe have a collaborative culture where all relationships and information are readily shared, the firm provides many social opportunities across practice groups, Partners frequently look for opportunities to connect the right people in the firm with their clients where it makes sense and we have robust cross-selling efforts
13. Collaboration is engrained into the culture of the firm, relationships are viewed as a shared resource, and fee-earners do not hoard contacts. 1 - I Strongly Disagree2 - I Disagree3 - I Slightly Disagree4 - I Slightly Agree5 - I Agree6 - I Strongly Agree
14. Select all the items that best describes your firm's goal alignment across the organization: We do not have specific goals but have general high-level goals for the firmWe set goals once a year at the firm level, but don’t really refer back to them until the next yearPractice group heads know and understand the strategic goals and have plans to meet those goalsEach practice group reviews progress against their goals at least quarterlyIndividual goals are aligned to practice group and strategic goals; compensation is tied to goal achievementOur strategic goals are quantitative, drive all other goals in the organization and are continuously monitored
15. Select all the data that is used to inform business development planning and goal setting. Geographic revenuePractice area revenueIndustry/sector revenueClient revenueClient profitabilityClient engagement activityPitch win/loss ratiosMatter staffing analysisMarket research and analysisTrack conversion ratios between sales stagesTrack the number of touchpoints it takes to convert a lead to an opportunityCompetitive intelligence
16. Who is involved in setting firm strategy and goals? Please select all that apply. Managing PartnersPractice HeadsSector LeadersCBDO/Business Development DirectorCMO/Marketing Director
17. How involved is marketing and business development in setting overall firmwide strategies and goals? 1 - Not at all involved2 - Minimally involved3 - Somewhat involved4 - Involved5 - Very involved6 - Marketing and BD help drive the conversation
18. Which methods does your firm use to qualify or prioritize leads and opportunities? Please select all that apply. Our firm does not have a defined process and fee-earners decide whether or not to pursuePractice groups prioritize pursuits/opportunities using their “gut,” based on potential revenueThe firm segments companies based on the firm’s strategic goals and this is weighted heavily in decisions on whether or not to pursue an opportunityThe firm has a documented lead scoring process that is quantifiable and is considered for every lead before additional funds are spent on business development activitiesThe firm has a documented qualification process that is reviewed and used for every opportunity and firm members may not pursue an opportunity that doesn’t meet the criteriaThe firm has a document qualification, lead scoring and prioritization process where certain activities, information or actions must occur before the lead or opportunity is either moved forward in the process or abandonedThe firm has implemented a system in order for firm members to adhere to qualification and prioritization processes.
19. Select all that describe your firm's process for managing and segmenting client/prospect data. Fee-earners manage their own client and prospect lists and reach out for help on pitches or events as neededWe have client service teams that manage relationships with our key clientsWe have developed ideal client profiles and we segment our client and prospect list based on these profilesWe develop thought leadership and content specifically for our key client segmentsWe have defined criteria and qualify opportunities before investing BD and fee-earner resources in pursuing the opportunityWe use analytics from our website, blogs and other digital media to identify opportunities to cross-serve our existing clients more effectivelyWe have established criteria to identify cross-serving opportunities and we incentivize our fee-earners to pursue cross-servingWe have a good understanding of client and matter profitability and the costs associated with bringing in the work with a full picture of their lifetime value and use those measures to make decisions
20. How is marketing engagement data used to inform targeting at your firm? Please select all that apply. Marketing engagement data is not tracked or sharedMarketing sends event attendee lists out via emailMarketing events and emails are tracked in a CRM systemOur web and digital campaigns are tracked with all other marketing activities in a CRM system to see interest in individuals, topics or response to campaignsWe track all client engagement to understand end-to-end interactions with individualsWe can use intelligence from cross-channel initiatives to anticipate client/relationship needs
21. Which of these describe how your firm tracks and manages relationship data? Please select all that apply. We don't have a way to track relationships and/or our fee-earners typically send "Does anyone know X person" emailsWe track "Who Knows Whom" relationships and the repository is used firmwide for others to find relationship informationWe track strength of relationship or engagement information through an automated system with scoring capabilities based on email and meetingsWe track strength of relationship or engagement information through self-assessment field selection at both the person and company levelWe use other external data to discover relationship information and marketing enters/publishes the information to others in the firmWe use other external data to discover relationship information and give firmwide access to the informationWe can understand the depth and breadth of relationships and understand where we have relationships at different levels in the organization, how strong they are and if there are any risks for our key clients
22. Select the answer that best describes how your firm tracks progress against objectives and initiatives. We do not formally track progress against objectives and initiativesProgress is only reviewed on an ad hoc basis when leadership requests an updateEach team tracks their own objectives and initiatives through a mix of spreadsheets and other manual processesWe track progress at the firm level through spreadsheets or other manual processEach objective and initiative is managed through a centralized system (CRM, ERM, Practice Management, etc.) and all activities and tasks against them are tracked within it and regularly reviewedEach objective and initiative is managed through a centralized system (CRM, ERM, Practice Management, etc.) and all activities and tasks against them are tracked within it and the data is used to inform future decision
23. How does your firm track and record metrics around pitches, pipeline, and opportunities? Please select all that apply. We don't track pitches or opportunitiesWe successfully track all outcomes from opportunities and pitchesOur firm tracks origination and lead sourceWe have a standardized opportunitiy tracking process with defined stagesWe segment and use our opportunities data to forecast pipeline and revenueThe firm has agreed upon the lifecycle and value of opportunities and can calculate and predict optimal lifecycle for each opportunity and adjust for maximum success
24. Which of these describes your use of metrics at the firm? Please select all that apply. We don't track or report business development or marketing metrics at our firmWe capture and report basic marketing metrics like page visitors for bios or blogs as well as followers on social mediaWe have a dashboard or monthly report that includes metrics and calculates ROI for events, thought leadership, opportunities, etc.The firm uses historical data when setting strategic, group and personal goalsWe can understand patterns that lead to success and adjust our processes accordinglyWe use analytics from our website, blogs and other digital media to score leads and create prospecting lists that are acted upon by fee-earners and marketingWe use leading indicators to predict win potential and time to closeOur fee-earners have KPIs, dashboards or spreadsheets that show the health of their pipeline, who they should contact and relationship risks, and their BD activities
25. How does your firm measure client experience and satisfaction? Please select all that apply. We do not regularly gather client feedbackSome practice groups gather client feedback, but use inconsistent methods or formatsThe firm uses a standard set of survey questions to gather client feedback and collates the information in a system or document to be reviewed by managementA firmwide client feedback program/methodology has been established, documented and staffedFee-earners and firm members are trained in gathering and responding to client feedbackClient feedback is collected in a central repository and used proactively to make improvements in client service
AFA assessmentWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Business trendsWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Client team business development plansWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Cross sellingWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Individual business development plansWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Industry business development plansWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Lateral integrationWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Lateral recruitingWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Lead generationWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often PipelineWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Practice group business development plansWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Strategic initiatives vs. planWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often Targeting/prospectingWe do not track this metricReviewed on ad hoc basisReviewed annuallyReviewed quarterlyReviewed monthly or more often
27. Select the answer that best describes the way your firm manages sales software/tools. A fee-earner can choose their own business development/"sales" toolEach practice group can select their own toolThe practice groups have a choice between firm selected toolsOne tool is in use firmwide
28. Select all the items that best describe the type of software solutions your firm provides to support marketing and business development Our firm does not provide any software tools other than standard Microsoft® Excel® and Outlook®The firm has created standard Excel or Word templates that must be utilized by fee-earners for tracking, reporting status or asking for assistance/materials related to business developmentOur firm has a Customer Relationship Management (CRM) systemOur firm has a Enterprise Relationship Management (ERM) systemOur firm has Marketing Automation tools (please specify below)Our firm uses pitch and proposal management software (please specify below)Our firm has a deployed experience management solution (please specify below)Our firm uses analytics tools (please specify below)The firm has deployed a social media software solution, readily available to all fee-earners, that provides some pre-defined content and allows message posting to multiple social media sites, with reminders, prompts and statistics
29. Select all that describe the CRM deployment at your firm. Marketing is the only group using the CRM systemCRM is rolled out to all professionals but they don't update or share contactsWe have relationship data in our CRM or ERM system, but use of the data is ad-hoc and not systematizedCRM data is generally up-to-date and reliableAll of our professionals actively enter information into the CRMWe use our CRM solution somewhat regularly for business development purposes such as researching/looking up relationship/contact info, recording touch points with targets, or being alerted to actions of others and we act on the info to touch base with targetsCRM is seen as a business-critical system that all firm members use as part of their normal daily workflow to research relationship or contact information, record touch points, be alerted to the actions of others, act on information discovered and for business development purposes
30. What CRM or ERM software solutions do you currently use to help enable your marketing and BD efforts. Please select all that apply. LexisNexis InterAction Salesforce Microsoft Dynamics Intapp (Deal Cloud, Oneplace) Legal360 Thomson Reuters BD Premier ContactEase Peppermint Gwabbit LexisNexis InterAction IQ Introhive Others (please specify, separating answers with a comma)
31. Which analytics tools does your firm currently use? Please select all that apply. Aderant Cognos Excel Google Analytics Microsoft Power BI Redwood/Spotlight Tableau None Other
You have now completed the Business Development Maturity assessment. Complete the form to receive your results and see where your firm’s business development efforts sit on our maturity scale. I have read and agree to the Terms & Conditions and the Privacy Policy. I agree to receive any communication and follow-up materials regarding this content. We will handle your contact details in line with our Privacy Policy.