1. Experience Databases and Management – If you Build it, (How) Do they Come? ILTA Webinar January 31, 2012

2. Our Speakers Kathrine Cain, Manager of Business Intelligence Winston & Strawn LLP Lisa M. Simon, Chief Marketing Officer Brownstein Hyatt Farber Schreck Deborah McMurray, CEO and Strategy Architect Content Pilot LLC – Program Moderator Webinar sponsored by

3. Introduction and Observations 1.Cross-selling and revenue growth are the top priorities as stated by firm Chairs and Managing Partners – AmLaw 200 firms 2.60 law firm mergers in 2011 – up 54% over 2010. 5 mergers announced between 1/6-1/19 2012 3.Next priority for firm leaders: lateral integration 4.The evolution of managing experience and databases IT Project >> KM >> Marketing/Business Development >> - Office of the Managing Partner/Chair/Executive Committee

4. Introduction and Observations Proof that experience is more important than ever – More than half your website visitors view lawyer biographies to learn: What (specifically) have you done? For whom have you done it? What can you do for me?

5. ILTA Survey Results – Experience Databases 1.Where are you in the process of building an experience database? 2.Is, or will, your experience database be built in- house or purchased from a vendor? 3.What systems are (or will be) integrated with your experience database? 4.Who is the content owner of your experience database? 5.What is the size of your firm?

6. ILTA Survey Results – Experience Databases

7. Start Here... Decisions to make – Start with your ultimate end users and work backwards (clients first >> lawyers >> marketing/BD >> IT) – Goals – what are your top three use cases? Client pitches, proposals, RFPs Client selling conversations – cross-selling Website – bios, practices, industries, more Surveys – Thomson League Tables, other Lawyers – KM Lawyers must regularly use it or they won’t keep it current – Build it to be used!

8. Experience System Overview Technology –Build v. Buy –What third party vendor to choose? Integration –Time and billing –CRM –HR databases –Website –Other

9. Experience System Overview

11. Aderant Expert (Financial System) Client / Matter Matter Type TImekeepers DMS + Lexis Taxonomy Analyzer Jurisdiction Locales Details Languages CompuLaw (US Docket) Jurisdiction Nature of Suit Attorneys & Bus Dev Staff Narratives Details Core Team Web / Marketing Use Enterprise Search Winston.com New Business Intake Client Type Industry

12. Experience System Overview

15. Content Contribution What processes are in place? Who inputs new matters? How many fields per matter is too much (a barrier to entry)? Post launch, how much lawyer time is required for each new matter? Who is the ultimate owner of the experience database, and who ensures the efficacy of the data?

16. Content Contribution

17. Case/Deal Team Firm Systems Bus Dev Teams Narrative Core Team Marketing Use Website Use Alert for new content Narrative Core Team Marketing Use Website Use Approvals Edit content Web description Tag details Partner alert for web publishing holding period Winston.com Enterprise Search Victory Email

18. Business Story / Your Sales Pitch Making a business case for this investment is less difficult today than ever before Benefits –No more emails!!! (“Does anyone know anyone who knows anyone who does XYZ?”) –What else?

19. Business Story / Your Sales Pitch

20. Prospective Client Client’s Search for Counsel Winning RFP Response EngagementExperience Enterprise Search + Experience Reports Enterprise Search + Experience Reports

21. Business Story / Your Sales Pitch Prospective Client Client’s Search for Counsel Winning RFP Response EngagementExperience Enterprise Search + Experience Reports Enterprise Search + Experience Reports Google Rankings & Directories Public website Specific need for legal counsel Proposed team Representative matters Relevant experience Resident experts Sample documents Publicize experience to peers Expanded relationship

22. Business Story / Your Sales Pitch

23. If you Had to Do it All Over Again... What is the one thing you would do differently?

24. What’s Next? Trusted Mobility Viewed as mission critical Greater investment by firms Daily use by lawyers What else?

25. Thank you! Zoomerang Survey Link – CLICK HERE to complete it now!CLICK HERE Or go to: http://www.zoomerang.com/Survey/WEB22EJEYC7Z7K/http://www.zoomerang.com/Survey/WEB22EJEYC7Z7K/ Speakers – Kathrine Cain, Winston & Strawn LLP – Lisa Simon, Brownstein Hyatt Farber Schreck LLP Webinar Moderator and Sponsor: Deborah McMurray 214.351.9690 / 972.897.4921 (m) mcmurray@contentpilot.net contentpilot.net Law Firm 4.0 Blog