While staying in touch with current contacts is vital, revisiting past relationships can unlock unexpected opportunities and lead to exponential returns. Take a moment today to reach out to someone from your past. You never know where it might lead.

Neglecting good pipeline management in a business can lead to several significant issues that can impact its overall performance and success. Here are some potential consequences of poor pipeline management: 

If they had gone into the process with clearer goals, they might have known what to ask for when they met with their contacts, including introductions to the people who could get them what they actually wanted.

Law firms are adopting new practices and platforms at a heightened rate to remain competitive. Legal careers are becoming more tech-focused, and there’s a benefit to all this: useful metrics are easier than ever to come by.

If you look to technology to help with business development, Client Relationship Management would seem to be the obvious choice, and your firm likely already has it. According to our survey* of more than 600 small to mid-size professional services firms, 93% do.

But the research also shows several reasons why CRM doesn’t work as a business development solution.

The PipelinePlus Platform offers the perfect tools for capturing pertinent details and prospective opportunities with current clients as soon as they arise. Users no longer risk forgetting the information before they get to record it in a Word Document or Excel spreadsheet or record it only to forget to reference and act on it when necessary

We created the PipelinePlus Platform solution to be the perfect complement to professional service firms’ CRMs. Here are the top three ways PipelinePlus optimizes business development that your CRM can’t.

For the webinar, “How Professional Services Manage Opportunity Pipelines,” Ackert, Inc. assembled a panel of business development leaders from across professional services industries, including legal, accounting, financial advisory, and architecture/engineering/ construction. To understand what business development looks like at their firms, Ackert CEO David Ackert posed three key questions.

In the seller-doer model, business development is typically an afterthought, and any platform that enables it will have to compete with the technologies that enable client service.

That’s not to say that sales enablement software won’t work in the context of law, accounting, or other advisory firms, but it must be driven by the following seven best practices.