The CRM tab, located under The Practice, provides data analysis and business intelligence features for ContactsLaw, based on CRM (Customer Relationship Management) information from contacts. It provides a mechanism to review the contacts in the system, the proportion of clients and prospects to the total, the distribution over various types of contacts and the industries in which they belong. Importantly, it also makes it possible to evaluate the effectiveness of referral sources.
The functionality is divided between the following views:
- Summary - Shows total counts for various types of contacts and clients, allows the management of contact relationship types and referral sources.
- Contacts
- By industry - Lists all contacts and/or clients within a particular industry, including the value of business.
- By type - Lists all contacts and/or clients of a particular type, including the value of business.
- By workgroup - Lists all prospective, active and/or former clients, filtered by either prospective workgroup or the client's actual workgroup.
- Referral sources - Lists the referral sources that have been configured for the practice, showing the number of referrals, conversions and value of business for each source.
- Referring contacts - As above, listing the top contacts who refer prospective clients to the practice.
- Industries - Lists, on a per-industry basis, the number of contacts and clients in that industry. For a given period, shows the number of conversions and the value of business for those industries.
- Mailouts - Lists mailouts commended or completed within a specified period, optionally filtered by the refferal source to which they relate.
- Contact lists - Lists all contact lists, allowing the lists to be managed, queried and used as the basis for new mailouts.
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