Case Study: Gowling WLG boosts BD activity and data quality with LexisNexis Legal InterAction

Gowling WLG (UK) Helping Lawyers Shine Through Cultural Transformation

Gowling WLG, the UK arm of an international law firm, was a longstanding user of LexisNexis's InterAction CRM platform but faced significant challenges with data integrity. An audit revealed 300,000 records, many containing inaccurate or incomplete information, which resulted in a lack of trust and low user adoption among the firm's lawyers. This poor data quality was undermining marketing efforts and the firm's ability to effectively connect with clients.

LexisNexis partnered with Gowling WLG to conduct a strategic system health check and provided actionable recommendations. The solution involved a massive data cleanse, removing 60% of outdated contacts, implementing 180 system improvements, and introducing new processes and tools managed by data stewards. To drive cultural change, they employed gamification like a Lawyer League Table. As a result, LexisNexis helped the firm achieve a 2000% year-over-year increase in recorded business development activities, providing vital intelligence for identifying new opportunities and risks.

Gowling WLG

Paul Nash

CRM Systems Manager