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CRM

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by

Ernesto Sotomayor

on 22 October 2015

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Transcript of CRM

CRM Data
Contacts
Accounts
Leads
Sales Activity
Pursuits
Data Enrichment
Prospect
Aspirational
Qualification
R F P
equest
or
roposal
Pitch
Presentation
Negotiation
Client Review
WON
Lead Generation
My company can
provide a solution for
your corporate issues,
interested?
Originator
Decision Maker
Do you have budget
for this project?
Originator
Decision Maker
These are the exact
details on how we will
implement a solution
to your issue and the pricing and timing.
Originator
Decision Maker
Deal or No Deal?
YES
NO
The marketing team commonly uses the Term "won" or "closed" to describe a new piece of business.

EA's will use the term "opened" for new business. Once the work is completed use the term "closed"


Terminology
Lost
Closed
A request for proposal (RFP)
is a document that an
organization posts to elicit bids
from potential vendors for a
desired solution.
The RFP
specifies what the customer is
looking for and establishes
evaluation criteria for
assessing proposals.
Conflict Submission
Sales Stages
Risk Evaluation
Matter Routing & Approval
Original Submitter
(STK/EA)

Global Segment Controller

Conflicts

Signed LOE or Segment Leader Approval
Engagement
Finance Data base
Matter 654321.4321
$ $ $ $
DataMart
Work Completed no longer billing
Clients
Prospects
Matters
C-Suite
General Counsel
Client Relationship Management
Analytics
Collaboration
Mobile
Data Migration
SMD Contacts
Accounts
Leads
Campaigns

Prospects
Historical Work
Elite
CMD
CRUMBS
Legacy DB
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How can I get to the CEO on the other side of globe?
CEO
I know the CEO downstairs but my practice doesn't offer
the needed solution
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1001010101010101010100110100111
110010100101101010101010101001
Relationships
Lawyers
Present
Past
Prospecting
Work
Law Firms
Corporations
Private Equity
Who Knows who?
Who is our next customer ?
?

o
Conflict Check/Pending matter
– Research and full conflict analysis are performed. If cleared, a pending matter (placeholder) is entered in the conflict system so that other incoming engagements can be checked against it. [The opportunity is data entered in Elite via the conflicts analyst by use of the CM Print view.]

o
Conflict Check/Open matter

– Research and full conflict analysis are performed. If cleared, an open matter (available for time/cost entry) is entered in the conflict system. This should be used for retained work only and be in accordance with the open matter process for your practice. If a Conflict check was previously conducted the matter status is changed.

o
Conflict Check/Revision

– This submission type is used to update Elite with changes made by SMD/EA's on their matters in SalesForce.
o
Quick check
- Not recommended, but can be performed when only minimal information is available. This does not indicate that the conflict check will be performed faster. Results are a preliminary assessment of FTI’s ability to pursue a new engagement, but
DOES NOT CONSTITUTE CONFLICT CLEARANCE
. No information about the potential engagement will be saved in the conflict system, leaving the potential that other incoming work could conflict with your pursuit.
C
Types of Conflict Check Submissions
Typ
A MESSAGE FROM THE CHIEF ETHICS AND COMPLIANCE OFFICER

FTI Consulting is committed to doing business with integrity and in compliance with applicable laws. The materials presented on this page are designed to help each of us maintain this commitment. Our reputation is one of our most valuable assets, and it is up to all of us to work to preserve it. -- Matt Pachman
Matter Risk Questionnaire
The Matter Risk Questionnaire contains nine questions related to
regulatory & reputational risks.
Questions that receive a yes response result in an email sent to the responsible parties.
SalesForce
Pending
Pending
Pending
Open
Not Retained
Closed
Work Completed no longer billing
Elite
Sales Call
Full transcript