Whether travelling by plane, train, car or trolley to this year’s ACC Annual Meeting in San Francisco, upon arrival, in addition to breathing in the salty Bay air and taking in spectacular views of Alcatraz, be sure a visit to LexisNexis booth #1004 is one of your mains stops!
Not only will you learn more about how the CounselLink software can help your legal department prove its value to the broader business and gain more insight into legal operations via the industry-leading analytical and benchmarking capabilities of CounselLink, but simply taking a demonstration of the CounselLink software during the conference, comes bearing prizes!
Yes, you heard that right — all qualifying participants who take a CounselLink demonstration on-site at the event, either leading up to or during it, will receive a $50 American Express Gift Card.
Whether your legal department is looking to gain greater predictability into matters or rein in outside legal costs, CounselLink experts will be standing by during the event to answer questions about how the CounselLink ELM software can help your legal department best achieve its future business goals.
Want to have a more in-depth discussion? Sign up to meet with one of our CounselLink experts on-site:
CounselLink ACC Annual 2016
Now, who’s ready to get on board?
The ACC Annual Meeting CounselLink Demo giveaway is only available at the Moscone Center during the ACC Annual Meeting October 16–19, 2017, when the exhibit hall is open, and is void where prohibited by law or by your employer’s policy. In order to receive the gift card the individual must be a U.S. resident over 18 years of age, an employee in the legal, claims, or IT department of a corporation and view a CounselLink demo at the LexisNexis booth between 3:00 Sunday, 10/15, and 12:30 pm Wednesday, 10/19, when the exhibit hall is open. This offer is not available to current CounselLink customers. Prize is (1) one American Express gift card (ARV: $50). Limit one prize per person. See https://www.americanexpress.com/us/content/prepaid/gift-cards/terms-and-conditions.html for terms and restrictions applicable to redemption of the gift card. Employees of any government entity or private law firms are not eligible to participate in this offer.
Building strong client relationships is fundamental to the law firm business development process. Equally important is understanding who in the law firms owns these relationships and identifying opportunities to expose clients and prospects to additional resources in the firm.
“When you have 300 employees and can filter that information down to the 15 employees who have a “knows” relationship with a client or prospect, this becomes very valuable,” said Scott Winter, enterprise client engagement manager for LexisNexis, during a recent InterAction customer best practices webinar.
Now imagine taking this process to the next level by truly understanding the level of engagement with any contact or company within the firm based on frequency of contact, added Mr. Winter.
What he describes is how the IQ feature works which is fully integrated within the InterAction ecosystem.
According to Mr. Winter, here are four ways IQ can help law firms automatically collect, analyze and manage their client relationship data to drive business development:
Better Understand Client Engagements. On top of simply knowing who owns client relationships in the firm, IQ takes this analysis deeper by exposing the firm’s level of engagement with clients and prospects by looking at how frequently attorneys are communicating, replying and interacting with clients by giving the engagement a score. This is especially important if the firm is looking to land or expand business with a client or prospect. For example, using IQ an attorney can see which attorneys in the firm have the deepest relationships with key clients by looking at their level of engagement score. If another attorney is looking to land business with that client they will be able to determine which attorney is best suited to make the introduction. In other words, it helps attorneys understand how to provide the best client experience by helping attorneys more clearly understand their clients’ and prospects’ level of engagement with the firm.
Expose Potential Risks. Attorneys and law firm marketing professionals can use these IQ scores to see if the firm is potentially at risk of losing a client due to a lack of engagement with that client. From there, attorneys can put a plan in place to reengage that client and make introductions to the right resources with the firm.
Ensure Data is Fresh. Rather than relying on potential stale data, by using passive data capture, attorneys don’t need to do anything and IQ uses the freshest possible data available by automatically capturing email signatures blocks from attorneys’ inboxes and comparing them to the most recent contact data available in InterAction. It is important to note, IQ only captures the signature blocks of the contact emails and not the body of the content to ensure the utmost privacy. On top of this, attorneys have an option of marking a contact private or blocking a domain name, further adding a layer of privacy. Additionally, IQ can help detect whether an engagement has gone stale by visually identifying the lack of communications through IQ scores that can be seen throughout InterAction. In other words, IQ can help identify the relevant the “Knows” relationships while weeding out the stale “Knows” relationships.
Ensure Multiple Attorneys are Engaged with Clients. In addition, to providing insight as to the best contacts in the firm to make introductions for a potential upsell opportunity, IQ can also help the firm ensure more than one person attorney is engaged with a client, at all times. This way, if a person who is engaged with a client ever leaves the firm, the firm is not at risk of losing that client because other attorneys are also engaged with the client and can step in, as needed.
Nurturing an audience, like scaling a mountain, requires skill and commitment. Multi-part blog series, in-depth webinars, and e-books are all a part of the process, and they require you or your team to do most of the heavy labor. But, these labor intensive content pieces aren’t an end in themselves. The aim is an engaged audience. With content curation, someone else’s labor sparks the conversation for you.
Think of quality content curation as the sherpa of content marketing — it gets you closer to the goal, while keeping the attention focused on you.
Content curation can:
Help you establish yourself as a trusted source for quality information about your industry.
Give you the opportunity to interact with your audience more often.
Build your own list of possible blog topics, speeding up your writing by providing a ready list of ideas to choose from.
Make reporting on earned media mentions much easier.
Let’s unpack each of these, then take a look at how BuzzSumo can help.
First, Hootsuite’s Kristina Cisnero provides a great definition of content curation. It is, “the act of discovering, compiling, and sharing existing content with your online followers.”
Becoming a trusted source of information:
As the sheer volume of online media increases, audiences look to trusted sources or experts to help them find the best and most reliable information. When your company helps someone solve a problem or answer a question by connecting them with a resource, you are providing value to your audience. When you do that repeatedly, you become a trusted resource. That type of relational capital keeps you top of mind for customers and potential customers alike.
If you are the first to know and share about an industry trend, your audience relaxes, trusting you to let them know when they need to pay attention to something. They will learn to ignore the clamor of the web, and tune in for your updates. That type of attention is a marketing goldmine.
Meaningful interaction with an engaged audience:
Curation also gives you an opportunity to take an idea or post and put it into a different, unique context for your readers. You can use curation to differentiate your product or solution from others in the industry. You show your audience something, then explain how you are similar or different.
Ideally, any time you share a link to another piece of content, you will help your audience to see why it’s important to you. Sometimes link sharing can feel like a game of hot potato, with lots of people grabbing a link and tossing it to someone else down the content distribution channel.
Audience building requires more than that.
Imagine instead a group of friends at a museum. One of them calls the group over to see a sculpture she likes. Together they turn their attention to the painting and discuss why it matters or doesn’t matter to them.
Hot potatoes don’t build audiences or drive sales as effectively as shared experiences do.
Every piece of content you share in a social channel is an invitation to talk. You are offering your audience an object or an idea to discuss, inviting them to tell you if they like it, if they hate it, or equally valuable, have no opinion or emotion about the topic at all.
When you curate well, you have these conversations more often, and less expensively, because you don’t have to create all of the content yourself.
Building a list of possible blog topics:
Knowing what content resonates with your audience makes your content creation easier and more effective. When you know the types of content that your audience likes, you can give them more of those things.
In this way, content marketing resembles feeding a family. If you know that you have a group of people with milk allergies, you won’t serve cheese tortellini. If you know they love chicken soup, you’ll serve that instead. Everyone wins.
Gathering examples of posts that align with your audience’s preferences provides a great beginning point for writing. Instead of staring at a blank screen, wondering what to write, you can open your list, chose a post that is relevant, skim it for ideas, and ask yourself how you can add something of value to the conversation.
In many cases, you can use posts that inspire you to begin influencer relationships, too. Quote the author; ask for an interview; link to them.
Showcasing your success:
Collect your earned media mentions to showcase ways your content marketing strategy is earning its keep. Having a tool or system in place to gather links to articles that mention or link to your brand is a key part of measuring ROI.
Using BuzzSumo’s new Saved Content to Curate Content:
Our new Saved Content feature makes curating content much easier.
When you find a great piece of content in a BuzzSumo search, just bookmark the article and add it to the appropriate list.
All of the normal filtering options are available, so if you are looking for something very specific, you can find it and bookmark it for later.
Everything can be easily accessed via the Saved Content tab.
Share totals make it easy to find the content pieces that resonate most with your audience.
You can share the content right away, or pull it into Buffer or Pocket to read or post later. You can also sort your lists based on different types of engagement, or export them to CSV or Excel files.
Saved Content can also be used to create a custom list of URL’s that you can use to monitor sharing activity.
You can keep track of URL’s with your own byline, or someone else’s byline. Or you can monitor the performance of content pieces associated with a particular campaign.
When it’s time to report on how successful the campaign was, you will have the information you need quickly available in your saved lists.
A blog post about an online article about law firm blogging, with a link to an article containing blogging tips for lawyers? As far as we know, a little mise en abyme never hurt anyone, so let’s do this.
An article by Jennifer Williams-Alvarez on the digital edition of Corporate Counsel caught our attention the other day. In it, the author recounted the views of several in-house counsels as they reflected on how law a firm’s blog could affect the hiring of an outside firm.
The good news? The consensus is a good blog is an effective platform for an attorney or law firm to showcase expertise. The article relates how Josh King, general counsel at Avvo Inc., ended up hiring an outside attorney because of a blog.
“There’s a guy whose blog I started following years ago who’s a First Amendment lawyer … and I’ve hired him for a number of very specific, internet-related issues.’” According to King, “The relationship would not have started without the blog.”
And the bad news? You guessed it. Blogs can also be potentially detrimental to winning — and even retaining — business. By way of example, Williams-Alvarez quotes Chas Rampenthal, general counsel at LegalZoom.com Inc.
“You can get an idea about the leanings of the firms by the way [the lawyers] write.”
According to the article, Rampenthal believes that “If a blog post shows that a firm is out of sync with LegalZoom’s interests and legal arguments, ‘it would definitely be a reason to reconsider the relationship.’” Lee Cheng, chief operating officer at Gibson Brands Inc., puts it in even more blunt terms. “I can definitely tell you that there are people that I haven’t hired and would never hire because of their blogs.”
While the universe of potential blog posts — both good and bad — is infinite, following a handful of basic rules can help authors avoid the black holes that make blogging counterproductive. For example, writing on the personal finance website, the balance, author and attorney, Sally Kane, provides 10 useful blogging tips for lawyers and legal professionals.
Pick a Niche Topic
Focus on Quality Content
Examine Web Metrics
Promote Your Blog
Include Your Bio
Incorporate Audio and Visuals
Steer Clear of Giving Legal Advice
The extent to which a law firm’s blog accurately mirrors its culture, personality and areas of legal interest and/or specialized expertise determines how well it gives prospects and clients a realistic view of the firm behind the digital mask. Blogs help “peel the veil back,” Rampenthal says.
Last week, we introduced a new series of posts tied to the importance of data security audits at law firms and some of the key things that firms need to understand about their responsibilities. In that kick-off post, we shared some of the overarching trends in data security audits, including the fundamental reality that law firms are seeing a sharp rise in the number and intensity of audits required by clients.
This week, we explore the art of interpreting data security audits.
“There are often competing requirements that law firms need to balance with an auditor who is coming in to assess data security,” said Jeff Norris, CISSP, senior director of data security for LexisNexis Managed Technology Services. “Each auditor has their own view of things so it’s important for law firms to be prepared to interpret the auditor’s questions in a way that most clearly illustrates your data controls.”
LexisNexis recently partnered with Lewis Brisbois to host a CLE panel event in Los Angeles: “How to Interpret and Meaningfully Comply with Audits?” The panelists included: Gordon Calhoun, chair of electronic discovery, information management and compliance, Lewis Brisbois Bisgaard & Smith LLP; David L. Hansen, director of compliance, NetDocuments; Aaron Laderman, regional underwriting manager, AIG; and Norris.
Some highlights of the panelists’ comments included:
Treat audits as organic From the perspective of regulators, there is an intense focus on compliance and data security, but there has been an evolution in the approach to data security audits. Data security “is not a destination, but an ongoing process that is continually revisited,” according to Calhoun. As a result, audits are not static but rather organic, consisting of a baseline audit, an annual audit and an audit that typically accompanies a breach or incident response. Insurers, for example, tend to look favorably on firms that have had data security audits conducted, but view them less as a landmark than an assessment at a point in time, according to Laderman.
Educate the auditor Auditors are busy professionals, frequently traveling from one site to the next, and aren’t always fully informed about where the technology and the data security standards have moved from one day to the next. As technology evolves, noted Hansen, law firms are forced to balance those innovations with data security requirements. It’s occasionally incumbent upon the firms to educate auditors about how the new technology they’ve adopted is in compliance with latest standards.
Focus on your controls At the end of the day, a law firm data security audit is all about identifying the controls that a firm has in place to protect data integrity and to comply with the regulatory frameworks that govern how the firm handles sensitive information. The experts advised that firms should view the audit through the lens of how you can best showcase the controls you have in place and how you are prepared to respond to a breach. Different auditors may bring different perspectives into their assessments, but the bottom line consideration for all of them is to look at the firm’s controls.
To view a video clip including the panelists’ discussion about the art of interpreting data security audits, please click here. Next week, we’ll share more highlights from the data security audits panel in Los Angeles.
For professionals working inside government agencies, finding the right balance between rapidly changing data and a limited budget can be tricky. However, it is possible to meet compliance standards and improve your transparency efforts at the same time. With a more automated compliance process, better storage, new document workflows, a dedicated staff and better security control, transparency and citizen trust won’t be too far away for your agency.
During a session at GovLoop’s State & Local Virtual Innovator’s Summit, “The Insider Secrets to Understanding Gov Compliance,” Michael Gandy with LexisNexis spoke on the importance of compliance without complications, how to better respond to citizen expectations for service and how your agency can go full-on digital.
Gandy emphasized that a digital-first perspective helps to:
Improve transparency between the government and citizens
Increase efficiencies and agencies’ ability to do more with less
Enable agencies to meet new mandates like open data and respond to citizens faster
However, it really is “all about trust,” Gandy noted. Citizen trust in the government is at an all-time low, according to a Pew Research Center report, with only 19 percent of citizens saying they trust the federal government to do what is right. Trust is a huge obstacle to overcome, especially because citizens would like to have the same type of ease they experience with consumer companies when dealing with the government.
But government is a compliance-focused entity, not a profit-driven company, Gandy said. With citizens at the center of government, it has been noted that transparency is the answer to the trust issue. Citizens want and deserve to know what their government is doing, and a more automated process of receiving data can enable that.
Unfortunately, the current workflow process for handling public sector requests is cluttered, time-consuming and slow. It requires both junior and senior staffers to dedicate a lot of hours to make sure the compliance standards are being met at every stage of the process. However, if agencies were to implement a more automated workflow process, compliance and transparency could both be satisfied.
Technology solutions do exist today to handle large volumes of data. In fact, the requests and types of data agencies are working with are exactly what LexisNexis does best to automate workflow, determine what the challenges are and then develop solutions to meet those challenges. LexisNexis offers software tools that are able to take millions of documents at a time and process them down to just 10 percent of the original dataset. The LexisNexis program does this, and then loads the data into a review tool to allow agencies to manage the document from start to finish and track through the entire process, ensuring no highly sensitive information is being released to the public.
The government today faces a slew of challenges, from trust issues to compliance and risk management. But what can help is a well-executed solution that enables agencies to manage their time better, meet their goals and become more efficient and transparent.
To learn more about LexisNexis and ways to improve government agency compliance and transparency, click here for the full slideshow from this training.
Korey Laneis an Editorial Fellow atGovLoop, the knowledge network for government employees. She writes about technology in government, as well as ways that millennials and females in government can learn and grow in their careers.