“Over the years law firm IT has been described as an expense to be managed, an investment, and a competitive advantage. How your firm views technology is important, but how your clients view the use of IT by its law firms is what counts.” Those are the words of Douglas Caddell, the chief information officer at one of our client firms, Foley & Lardner.
Caddell is also a member of the Law Technology News editorial advisory board so he has seen how good technology can make a difference. He has made the point for a number of years that his firm has been retained because of its IT capabilities and has captured more business from existing clients as a result. He explains that as companies try to reduce the number of law firms they utilize, firms with inadequate client-focused IT resources seem to get dropped first.
In the June 2007 issue of Law Technology News, he wrote an article about how to market the client focused technology in your law firm in order to gain more business. Here is his top ten list:
- Demonstrate that your firm is tech savvy by hosting webinars and podcasts, and creating electronic communications and newsletters.
- Advertise the technology you use.
- Make sure your lawyers are comfortable with the client-oriented technology.
- Develop technology products to address client needs.
- Sell IT in-house to all lawyers so they will see the benefits.
- Obtain management buy-in.
- Concentrate on what works.
- Seek awards so your clients will notice.
- Involve the marketing department.
- Think beyond the historical uses of IT in a law firm so that technology can be a revenue generator.
And yes, Caddell has followed his own advice. Foley has dedicated an entire website page promoting their award-winning technology.
Law firm IT personnel can see some of Two Step Software’s latest corporate governance and stock plan administration technology at the upcoming International Legal Technology Association’s (ILTA) Annual Educational Conference, being held August 20th-23rd in Orlando. Two Step will be at Booth 212. Click here if you want to schedule a hands-on demo at the show.
