Friday, October 12, 2007

Making Knowledge Management Relevant in Client Development

This panel consisted of a representative from a U.S., Canada and a U.K. firm to share the experience of how knowledge management can integrate with marketing, client development and client communications.

There was some discussion of extranets, a place to store information for clients to find.

The UK representative has two different models for the extranet: a deal room and a client research repository. The client research repository collects client alerts and legal publications.
They also develop extranets for clients to collect there forms, knowledge and materials. Effectively being KM consultants for their clients.

A poll of audience revealed that there are very few law firms that have a fee-based legal delivery service. There are some commercial providers looking to re-market the law firm's materials.

One item they pointed out is the Proskauer Rose LLP publication on the internet: Proskauer on International Litigation and Arbitration: Managing, Resolving, and Avoiding Cross-Border Business or Regulatory Disputes. This is a great treatise that the firm invested hundreds (if not thousands) of lawyer hours to create.

An ALM survey from last year indicated that 65% of client proposals have input from the knowledge management group. The group was skeptical of that number and poll of the room revealed a much smaller number.

What should the relationship be between knowledge management and marketing?

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