linkedin + legal360€¦ · increase in group messages compares weeks of march 21 and march 14...
TRANSCRIPT
LinkedIn + legal360The Ultimate Relationship Intelligence Platform
May 5, 2020
The ChallengeWinning work is based on relationships
How do we effectively leverage relationships to drive new business?
Vast majority of work comes from existing customersHow do we grow net new business with little time to prospect?
Acquisition strategies rely on staying up to date on relevant events and timely outreach
How do we automate this?
CRM data is static, outdated, and not user-friendlyHow do we ensure data quality when people change jobs?
Difficulty reaching heavily gated Legal decision makersHow do we improve ability to reach and engage DM’s?
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LinkedIn Sales Navigator + legal360 Demonstration – The Ultimate Relationship Intelligence Platform Cole McIsaac
LinkedIn Sales Navigator Demonstration – Unlock The Power Of Your Professional NetworkKayla Langel
Relationship Assessment Drawing Kayla Langel, Cole McIsaac
The Importance Of Relationships Guye Willison
Agenda & IntroductionsAndy Yeomans
Toda
y’sAg
enda
Q&A and Wrap-up
Today’s Speakers
Andy Yeomanslegal360EVP, Sales
Orange County, CA
Guye Willisonlegal360
Director, Business DevelopmentAtlanta, GA
Cole McIsaaclegal360
Director, Business DevelopmentAtlanta, GA
Kayla LangelLinkedIn
Enterprise Account ExecutiveBoston, MA
Polling Question #1What is your firm’s current use of LinkedIn?
StandardLinkedIn Some
Sales Navigator
ExtensiveSales Navigator
The Importance of Relationshipslegal360 + LinkedIn
The Importance of Relationships“In the past twelve months, I’ve worked with six lawyers who have lost clients worth $2 million/year to $10 million/year. How does this happen? These are important clients to them and to their firms.”
-Silvia Coulter, Principal -LawVision
Firms Are Asking For More than "who knows who"They are demanding powerful “relationship intelligence”
Client activity patterns trending up or trending down?
Who is connected to who?
How strong is this connection?
Who is or is not communicating with whom?
Collision and conflict avoidance!!
The Lonely Hearts Club!
legal360 IntegrationsEasily Connect with Multiple Pre-Built Integrations using Sync360
The Evolution of Law FirmRelationship Intelligence
Mailing Lists, Email Blast, etc
CRM
AI-enabledERM + CRM
Relationship ScienceERM + CRM + LinkedIn
“Because of our social isolation, digital literacy has jumped dramatically, and digital marketing will likely follow. That means you
need to research where your clients can be found online, and how different approaches and tactics might impact your success in
reaching them. If digital isn’t already a fully integrated part of your client outreach plans, you should start now.”
Digital Literacy & The Future…
-Patrick McKenna“Monitoring Client Industries & Planning for the Pandemic Aftershock” (4/22/20)
LinkedIn Sales Navigatorlegal360 + LinkedIn
of respondents indicated some impact to their regular work activity
84%
of respondents are now working remotely
43%of senior leaders reportedthat their companies are implementing virtual events as a result of the coronavirus outbreak
54%
say this is somewhat or very likely going to be a more permanent shift
45%+
are doing more calls on phone or video
52%
The Very Nature of Work Has Changed
We’re seeing this shift to virtual work play out on LinkedIn, where engagement on the platform has increased
increase in conversations
among connections
increase in content creation
increase in group messages sent
amongst coworkers
Note: Conversations defined as reactions, comments, reshares and replies to comments on LinkedIn; Increase in conversations and content creation compares March 2020 with March 2019; Increase in group messages compares weeks of March 21 and March 14 Source: LinkedIn.comFor internal, non-commercial use only. Provided under license from LinkedIn and subject to the LinkedIn Subscription Agreement and Service Terms.
+55%year-over-year
+21%month-over-month
+60%year-over-year
We’re seeing this shift to virtual work play out on LinkedIn, specifically in Legal Services
increase in content creation
+58%year-over-year
+18%month-over-month
+60%year-over-year
+22%month-over-month
increase in engagement
increase in content creation
increase in engagement
Individuals Leadership
159k+General Counsel in the
US
Started a new role22K (14%)
switched to a new company13K (57%) of those in a new role
were promoted, increasing their responsibilities and budgets
6.4K (29%) of those in a new role
IN THE LAST YEAR…
Connections to General CounselIndividual Attorney vs. Firm Collective network
The sum is always greater than its parts
Sales Navigator enables you to unlock your firm network to facilitate warm introductions to potential clients
214X 1103X
4.9
1,051
Average Attorney Entire Firm Network
Firms with 100-999 Attorneys
5.7
6,292
Average Attorney Entire Firm Network
Firms with 1000+ Attorneys
AverageAttorney
AverageAttorney
Entire FirmNetwork
Entire FirmNetwork
Polling Question #2What is the biggest potential benefit you see
from LinkedIn Sales Navigator?
Cross-Practice Selling Monitor Job
& Role Changes
Networking with Prospective Clients
The Ultimate Relationship Intelligence Platformlegal360 + LinkedIn
Polling Question #3Would it be helpful to surface relationship insights from
LinkedIn Sales Navigator within your CRM system?
YesNo
Not Sure Yet
Relationship Assessment Drawing
A legal360 “Who Knows Who” analysis to quantify a percentage increase in new contacts and relationships through the use of ERM360.
Following today’s session, legal360 + LinkedIn will select (3) firms for a custom internal & external relationship analysis that includes:
A LinkedIn analysis to quantify how many "missed introductions"happened last year with your key decision makers.
Q&A
Thank you
Thank You!For additional information:
Visit us at: www.legal360.com
Contact us:Cole McIsaac
Guye [email protected]
Whit [email protected]
Andy [email protected]