Case Study: a leading emerging west coast firm strengthens CRM adoption and business development with LexisNexis InterAction

Leading An Emerging West Coast Firm - Customer Case Study

The customer, an emerging West Coast law firm, faced a challenge with its existing InterAction CRM software from vendor LexisNexis. Despite having the product, the mid-sized firm lacked formal training and was not effectively utilizing its capabilities, which hindered its strategic goal to grow the business through better relationship management.

The LexisNexis solution involved a top-down strategy to drive adoption, spearheaded by the firm's marketing manager. This included securing executive support, implementing a mandatory but tailored training program for all staff, and utilizing specific InterAction features like its Outlook integration and Mobility access. As a result, the firm successfully built a centralized database of accurate contact information, which provided essential relationship insights, enabled targeted marketing, and preserved institutional knowledge, directly supporting its strategic growth objectives.