Client: A nationwide nursing home abuse law firm
Challenge: The firm was unable to monitor the effectiveness of its marketing efforts and ROI of multiple campaigns.
Work: The Berbay team went to work executed on multiple phases:
- Customized CRM: Using the current CRM, instead of spending money and resources getting a new one, we customized their platform to capture more information on potential clients and the success of matters. A more customized CRM also led to more effective initial calls by the intake staff.
- Training Intake Team: We focused more effort on a critical component of the firm’s efforts – the intake team – the first person to speak with a potential client. We provided thorough training on handling leads and best-navigating conversations where the lead is not forthcoming.
- Streamlined the Client Journey: Similar to the sales journey, we created a more streamlined client journey to ensure the success of every stage.
- Developed Key Metrics: We identified and tracked essential KPIs, such as conversion rates, percentage of cases wanted, sources of business, etc.
Result: The firm experienced a dramatic improvement in both lead generation and marketing ROI. With real-time data, they could:
- Identify their most effective marketing channels.
- Optimize resource allocation to high-performing strategies.
- Adjust campaigns proactively to enhance outcomes.
This data-driven approach enabled the firm to maximize its marketing investment and sustain long-term growth.
