Case Study: McGuireWoods restores CRM trust and boosts relationship data with Intapp Relationships

McGuireWoods revamped its CRM data to improve its business development efforts

McGuireWoods, a major U.S. law firm, faced a significant challenge as their lawyers had lost faith in the firm's CRM due to its missing, incomplete, and outdated contact data. This lack of reliable information and the near absence of key relationship details caused widespread reluctance to use the system for business development efforts. To address this, they turned to the vendor Intapp and implemented its Intapp Relationships product.

The solution from Intapp automated the process of harvesting contact data from lawyers' email signatures and cleansing the database. This approach required minimal daily effort but yielded substantial results for McGuireWoods: the number of contacts tripled from 110,000 to 284,000, with 75% now including trackable relationship data. The email bounce rate plummeted from 16% to 2.7%, and firm leadership gained unprecedented visibility into the business development pipeline, from initial introduction to client conversion.

McGuireWoods

Chris Mann

CRM Manager