Columbia Local Group

Pipeline to Business Development Success

October 18, 2018 | 11:30 AM - 1:00 PM

Chris Fritsch, ClientsFirst Consulting

What gets measured gets done. This can certainly be said about “non-billable” activities in law firms. Busy lawyers are tasked with competing demands for their very valuable – and very limited – time. And for lawyers, time is money – literally - so anything that takes away from Client billing often ends up being put off until attorneys have time, which sometimes means indefinitely.

But recently as competition for work has increased and pricing pressure has become more intense, law firms are finally being forced to focus on the one non-billable activity that makes all the other billable activities possible: business development. They are also learning that successful business development takes time.

So it’s not surprising that attorneys are now searching for technology to make this process less time-consuming and more effective. One type of technology that can help enhance law firm business development efforts has actually been ubiquitous in other industries for years: the business development pipeline. (They call it sales, but let’s not split hairs.)

This presentation will explore various technologies – some advanced and some basic - that law firms can utilize to track and enhance business development. (Because in the end, the results are as important as the technology, right?) We’ll also touch on the key investments that law firms need to make to achieve business development success: good business development and marketing professionals to support the process.

Additionally, we will go beyond the technology to discuss the challenges that firms have to overcome (aka the people and process issues) to make business development tracking successful including:
•Developing a culture of sharing
•Fostering accountability
•Encouraging collaboration and teamwork
•Rewarding results

Audience Takeaways:
This presentation will provide an overview of business development tracking and pipeline management processes and technology in law firms and a discussion of some of the most common challenges - and effective strategies for overcoming them. Participants will also engage in an interactive discussion and exchange of ideas focusing on a variety of relevant topics and best practices for success including:
• Choosing the right business development pipeline technology
• Utilizing pipeline technology strategically
• Making the ancillary (but essential) investments including time, money and people
• Mining and leveraging relationships
• Integrating systems and data sources to enhance value


Collins and Lacy

1330 Lady Street, 6th Floor
Columbia, SC 29201

Parking is available in the attached public parking garage, access on Marion Street. Parking will be validated.


LMA Members $20.00
Prospective Members $40.00

Note: You must be logged in to the LMA website to receive the member rate.


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About our Speaker:

Chris 2016 li.jpg

As a CRM Success and Business Development Technology Consultant, Chris Fritsch has helped hundreds of top professional services firms select and implement the right CRM and eMarketing solutions to support their marketing and business development efforts, enhance adoption and maximize value and return on investment.

Chris also writes and speaks nationally on topics including CRM, legal technology, business development and competitive intelligence. She has spoken at national and regional industry and technology conferences including LMA, ALA, ILTA and CRM Magazine.

In recognition of her contributions to the field of law practice management, Chris was inducted as a Fellow of the College of Law Practice Management in 2017.

Chris received her law degree from Emory University School of Law in Atlanta, GA, where she served as Managing Editor of the Emory International Law Review.


Walk-ins are welcome as space permits. Cash or checks made payable to "LMA Southeast Region" will be accepted at the door. We are also able to accept credit card payments at the door.


Any cancellations made before October 11 will be fully refunded. All cancellations made after that date will be billed in full. Registrations may be transferred, however price differences between member and non-members will be billed accordingly.