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.
