When you’re managing hundreds or thousands of cases per year, inefficient proposal management puts a strain on your marketing or business development team. They need a centralized system that ensures data continuity and provides ownership of the proposal generation process.
That’s why experience management solutions have become mission-critical tools for today’s medium and large professional services firms.
What Is Experience Management?
The goal with experience management solutions is to help your marketing or business department personnel to effectively describe the firm’s past experience in proposals, pitches or RFP responses. These solutions provide a single view by consolidating data from several systems, such as matter management, legal case management or financial platforms. They streamline collaboration between marketing, business development and the firm’s partners and attorneys.
Experience management also provides tools for research and data mining, consolidating relevant content and automating the proposal generation process. They provide data insights to help you to assess your experience and determine which attorneys to include in a proposal and facilitate cross selling across different practice areas.
Here are three tips for improving your proposal process with experience management tools:
- Define your process: To generate proposals quickly and accurately, start with defining your process for capturing and maintaining your firm’s experience. While experience management tools automate many of the tasks and steps, don’t overlook the need for an effective and clearly defined process.
- Standardize content management: Once you’ve defined the proposal process, make sure that all relevant content is easy to find and accessible to anyone who needs it. Store, catalog and categorize your firm’s past experience, team member bios and other valuable information in a way that’s consistent and efficient.
- Reduce research time: For many firms, research is one of the most cumbersome and time-consuming aspects of proposal generation and approval. Implementing an experience management tool reduces the time staff must spend on data queries and research, and helps provide statistical information. Your business development team may also use these research tools to facilitate cross selling across practice areas.
When your professional services firm is managing a large volume of cases, you need an easy way to keep your team member bios and other content updated and easily accessible by the business development team. The larger the firm, the more you need an experience management system.
Without such a system, your team wastes a lot of time and resources on basic research, managing case matter and asking attorneys and staff questions about the firm’s experience. With powerful data analytics, experience management offers insights that could help your professional services firm become more efficient and effective.