HAVEL & PARTNERS manage marketing and sales using ACtive CRM and Power Apps

Customer profile

With offices in Prague, Brno, Pilsen, Olomouc, Ostrava, and Bratislava, HAVEL & PARTNERS is the largest independent law firm in Central Europe with a team of 250 lawyers and tax advisors, 150 lawyers, and a total of 500 co-workers, including employees of the cooperating Cash Collectors collection agency.

Implementation 2021

The main objective of the first stage of the project was to replace the old unsatisfactory system and upgrade the support of processes in contact management and the organization of marketing events (campaigns, social and sports events and business, especially opportunity management). Our internal team, along with the supplier, worked intensively on the project, so we managed to launch the system on time. The project is now in the second stage, which includes some advanced features and integration with other information systems. Involvement of a wider range of users for everyday use remains a challenge. We evaluate the current course of the project as successful.

Ing. Martin Jeřábek

EXECUTIVE DIRECTOR

Initial situation and project goals

With a vision to be the leading Czech-Slovak law firm to permanently provide services that meet the highest international standards of the legal profession, Havel & Partners decided to replace the original Microsoft Dynamics CRM 2011 system with a new, up-to-date, and mobile solution to support working and business relationships with clients.

One of the main objectives was to improve the organization of marketing campaigns and events with advanced nomination and customer segmentation. An integral part of the project was the treatment of access to individual data, based on established rules. Key processes the project needed to solve were the support of contact and opportunity management, as well as the connection with the external mailing service.

The requirements and objectives of the customer were successfully met by the system ACtive CRM - AUTOCONT CRM solution, developed on the Power Apps platform, especially for the area of ​​activity, contact and opportunity management.

Benefits

Description of the solution

Support of event management
One of the most beneficial stages of the project was the implementation of an application to support event marketing, which replaced the original inefficient records. The new solution fully supports the difficult process of nominating contacts for individual campaigns, such as giving presents to clients at Christmas or implementing sports and social events. Nominations for each campaign are subject to automated evaluation, as well as a manual approval process. This contributes to a high standard of event preparation and client relationship building.

The new solution fully supports the nomination process of contacts, from bulk addition based on contact categorization, e.g., according to activities in the past, or defined parameters or manual addition of individual clients.

Online check of participants at events
Thanks to the mobile application, it is now easy to check and register participants at events. With a few clicks it is possible to get an immediate overview of participation. While using a tablet, the hostesses now mark the guests who arrived at the event, including their escorts or easy entry of guests without prior registration. This solution provides an easy evaluation of all organized events, and facilitates the sending of surveys and polls during or after them.

Contact management
ACtive CRM application supports the registration and difficult categorization of contacts across the database of customers of legal services, partners, and competitors. This solution was supplemented by a field that must be monitored for individual types of contacts. An integral part is the monitoring of statuses, and different types of hierarchy and relationships. Of course, the protection of clients' sensitive personal data is ensured at the highest level, including authorization-based access to data.

All information is mainly used for the combined and sophisticated segmentation of contacts within event management, and for managing relationships with contacts.

System support of segmentation
Successful campaigns and events are always preceded by consistent contact segmentation. The system supports group specifications based on defined conditions. Thanks to this, the creation of dynamic segments (based on categorizations), but also static ones, is supported by an online application ­– where there is the option to exclude and limit a group of contacts.

External mailing without problems
The process of creating and distributing mailing campaigns is also more efficient with the new solution. Thanks to the connection of the system with an external application for distribution, there is no need to export and import data. Everything is available in one place, from contacts to the evaluation of individual mailings, such as receiving an email, opening it, and clicking on links. This information can be taken into account retrospectively, when specifying target groups for further actions.

Used technologies