For decades, firms have invested in CRM systems with the expectation that better data and more attorney adoption would translate into better business development. In practice, that assumption has never fully held up.
The Intelligence Pipeline: How AI Is Transforming Relationship Signals Into Revenue Opportunities
Across practices, offices, and partner relationships, firms operate with limited visibility into where meaningful connections exist and when those connections signal real business potential. The idea of a fully captured “single view of the client” remains difficult to achieve. The question is no longer how to improve CRM adoption. It is whether the underlying model is fit for purpose.
By
Todd Miller
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