From rollout to results: What drives CRM adoption in law firms
1
1:00 PM - 2:00 PM
Getting lawyers to adopt new technology is one of the oldest challenges in a law firm. Lawyers are busy, cautious by training, and anything that feels like extra admin is a hard sell. Fasken found a way through, reaching a level of lawyer adoption most firms only hope for. The key was making their CRM relevant to how lawyers build relationships, stay connected to clients, and grow business.
Join Oliviana Mingarelli, Head of Marketing & Business Development at Fasken, and Clint Marcham, Senior Director, Marketing Operations at Fasken, for a conversation on how their firm made its CRM part of the way lawyers build relationships and grow business, moderated by Jason Broomfield, Director of Business Development, North America at Nexl.
In the session, our speakers will discuss:
- How Fasken got 60% of their lawyers using their CRM
- The part partners and champions play in leading adoption across a firm
- How to make a CRM relevant to the way lawyers build relationships and win work
- How to move lawyers from using a CRM to actively driving BD
- How to know your investment is working, beyond adoption numbers
This session will give you practical tips you can put to work, whether you're planning a new tool rollout or trying to improve adoption of a system you already have.
Speakers
Oliviana Mingarelli
Head of Marketing & Business Development
Oliviana Mingarelli is Fasken’s Head of Marketing and Business Development, a senior leader in legal marketing strategy, client engagement, and business growth. As a member of the firm’s management team, she collaborates closely with leadership to deepen client relationships, amplify Fasken’s presence in the legal marketplace, and provide strategic direction across marketing and business development initiatives.
Her approach is both creative and methodical, combining data-driven insights, storytelling, and cross-functional collaboration to deliver measurable results and foster high-performing teams. With over 20 years of experience in legal marketing, communications, and business development, Oliviana leads teams responsible for industry and practice group growth strategies, client success programs, business development pursuits, marketing technology, CRM optimization, and competitive/business intelligence (CI/BI).
Clint Marcham
Senior Director, Marketing Operations at Fasken
Clint has 20+ years of legal marketing experience at several of Canada's leading law firms, managing high performing teams. He is particularly experienced in working with individuals and teams in a professional services environment to maximize their marketing and business development efforts. He has a particular interest in using technology to add value to the marketing and business development function.
Jason Broomfield
Director of Business Development, North America at Nexl
Jason is a seasoned account director with a background in consulting and complex business development. Throughout his career, he has successfully contributed to enterprise technology projects spanning diverse industries such as banking, telecommunications, and the legal sector. Jason's style is easy going and collaborative, with a strong focus on creating value for clients.
Jason is responsible for Nexl's clients in the North East region of the U.S, working with some of the worlds most prestigious firms as we strive to help change the way law firms grow.
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1
1:00 PM - 2:00 PM