The insights you need to drive new revenue opportunities and make tech work for you…
What would you give to understand which sales metrics will lead your company through a virtuous cycle of continuous improvement? What about knowing which strategic tech investments are worth your time (and money)? How about learning to expand revenue pools that already exist within the confines of your trusty Rolodex?
Intapp, a PIE client, has mapped out the answers to those very questions in its new survey titled “Connecting the Dots and Data to Capture New Business.” As a respected professional service provider across legal, accounting, financial and consulting realms, the company understands the value of quality data to drive decision making.
Research from the survey, conducted alongside Legal Sales and Service Organization (LSSO), highlighted the importance of a client-centric approach to business development. While serving clients well seems like an obvious approach to netting new business prospects (or expanding existing contracts), Intapp’s numbers prove just how important face time with clients really is.
“With nearly three-quarters of new business originating from existing clients, it’s clear that a direct line of communication between marketing and business development staff and client contacts is vitally important,” the report states. “Although key clients are driving a significant volume of new business across the board, less than half of respondents reported having a key-client program in place to support growth efforts, which presents untapped opportunity for marketing and business development teams to increase revenue and scale the firm.”
Further, Intapp and LSSO found that respondents to their survey indicated they felt their firms would enhance profitability by increasing communications between departments. Turns out, when business development, marketing, compliance, and finance gurus are able to download a bit of brain data to colleagues in other departments, those colleagues not only feel more confident, they feel the firm overall will be more profitable, grow more quickly, and have better client satisfaction outcomes. And who can say no to that?
Lest we provide a spoiler for all Intapp’s hard work, we’ll let you mine the rest of the gold nuggets tucked throughout the report.