The Intelligence Advantage. Turning Client Data into Growth, Relationships & Revenue
Book each session via the specific session links below
Law firms are sitting on an extraordinary amount of data.
Client relationships. Matter history. Buying patterns. Referral sources. Intermediary relationships. Enquiries that never became matters. Work that is being turned away.
But how much of that information is actually being used to make better commercial decisions and drive investment choices and revenue streams?
For managing partners and C-suite leaders, the opportunity isn't simply to have more data. It is to use the data you already have to understand where growth is hiding - and where you may be leaving revenue, relationships and competitive advantage on the table.
The Intelligence Advantage is a short, practical series of three 20-minute executive webinars exploring how law firms can turn existing data into better commercial intelligence followed by an in-person chatham house session bringing it all together with other senior leaders.
Short. Practical. Commercial
Webinar 1: 19 October, 12.30-1pm
Know Your Clients. Do you really know which clients you should be growing?
Segmentation, profiling and growth from within
How well do you really know your clients?
We'll explore how segmentation and client profiling can reveal your most valuable relationships, identify under-developed opportunities and help firms focus their resources on the clients and growth areas that matter most.
Segmentation and profiling can reveal far more than sector and location. Understand who your most valuable clients are, how they buy, where relationships are under-developed and where the next opportunity may lie.
20 minutes + 10 minutes Q&A
Webinar 2: 2 November, 12,30-1pm
Know Your Network. Where does your most valuable work come from?
Protecting and growing your referral ecosystem
Do you understand how work comes into your firm and what its value is?
We'll look at how data can identify your most valuable intermediaries, reveal the relationships that need protecting and help turn informal referral networks into strategic sources of growth.
Many firms know their biggest referrers. Fewer know their value, patterns and strategic importance - and fewer still actively manage them.
Discover how data can turn referral relationships into a strategic growth channel.
20 minutes + 10 minutes Q&A
Webinar 3: 16 November , 12.30 -1pm
Find the Opportunity. The hidden value in work you don't take on
What happens to the work you decline? What if the work you turn away is telling you where your next revenue stream lies?
Conflicts. Capacity. Commercial fit. Work that isn't right for your firm.
We'll explore what declined work can tell you about market demand, where revenue may be leaking and how those insights can create opportunities for new services, better processes and stronger referral relationships.
20 minutes + 10 minutes Q&A
In-person, session 4: 7th December, 12.30-2pm, venue TBC
The Intelligence Advantage: In the Room
The webinar series culminates in an invitation-only supper and interactive session with fellow managing partners and C-suite leaders, focused on collaboration as a growth opportunity.
Because once you understand who your clients are, where your relationships sit and where the opportunities lie, the next question is:
Who already has the clients you want?
We'll explore how data can identify potential collaborators, shared client opportunities and strategic partnerships that can accelerate access to new markets.
Presenter Bio: Karen Millet
With over three decades of experience across financial and professional services, Karen Millett is a strategic growth and marketing leader who helps firms turn complex challenges and client insight into commercial opportunities.
Her experience spans BD, marketing, data intelligence, client strategy, CRM, digital and social media, PR, brand, pricing, bids, client listening, research, campaigns and operations. She brings a broad commercial perspective, combining strategic thinking with practical experience of how professional services firms operate.
As part of her consultancy offering, Karen focuses on the opportunities that sit between data, client relationships and growth - helping firms understand what their data is telling them, identify opportunities and turn insight into action.
Client testimonial from Clare Mellor, CEO at Thompsons Solicitors
Karen delivers with a combination of strategic thinking, creativity and extensive legal sector expertise. She understands what makes law firms successful, what clients value and how firms can differentiate themselves in an increasingly competitive market.
Her knowledge across digital, media, PR, events, branding and campaigns is exceptional, and she backs that up with an impressive network and an instinctive understanding of emerging trends. Working with Thompsons, she has ensured that our marketing and communications reflect the same expertise and professionalism that underpin our legal services. She understands our heritage and our ambition, and her work reflects both. I would highly recommend Karen for all areas of legal practice.