Winston & Strawn and CRM: “Brute Force Isn’t an Option”

by | April 29, 2004 | Articles, Cultural Considerations, Technology strategy

Does "Customer Relationship Management" (CRM) mean buying tables at
the right benefit dinners?  At Winston & Strawn, it means adopting
a CRM IT system.

How on earth to get lawyers to actually use it?  Install it, make
its availability known, and let word of mouth do its magic.  At
W&S, the CRM system was used by 10% of lawyers a year ago and by one-third
of the firm today; "no one wants to be left behind."  Sounds
to me like an effective motivator for Type A’s.

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