The newsletter specifically designed for legal information professionals LexisNexis® Information Professional

ISSUE 2 FEBRUARY 2010 update

Spotlight On Wanted—Client Development Team Member Uncover Your Firm’s Business Development “Sweet Spot” Requirements: Information Professional! (It’s at the Intersection of Intelligence and Opportunity). . . 10:010 by Cindy Spohr, Team Lead, LexisNexis ® Librarian Relations Group

New! Client Profiling Service: Your firm loses business each year . It’s true . In fact, the average firm loses about BI + RI + CI = Client 15 percent of client hours every year .1 Action Plans...... 10:011 Yet law firms sit on mountains of information that could help stop and/or reverse this loss . Some is external—such as details on clients and prospective clients, competitors, industries, etc . And some is internal firm data like billings, collections Knowledge Exchange and client relationship facts . Think about it . There’s everything from a client’s news How Can You Leverage LexisNexis® release and coverage on regulatory changes to past-due invoices and hallway talk PowerInvoice™ to Help Your Firm about the new associate who has a “high-level relative” at a company your firm Better Serve Clients ...... 10:013 would love to represent . But these facts are sitting in separate silos—valuable grains of intelligence mixed with irrelevant chaff . Each fact alone may have some significance, but put For Ips On ly them together and you have much more . What’s New in Legal Education? So much of Business Development is managing that process, that is, finding 2010 AALS Meeting Shows Educators and analyzing the relevant data and presenting it so your management can use it Online and Print Advances . . . . 10:014 to the firm’s advantage . In other words, look at Business/Client Development as an information challenge, and you can see how you can be an important part of the Transformative Law: Leaders answer. You can use your skills as a researcher to help your firm operate better as in Legal Education Recognized . . 10:015 a business. This issue of LexisNexis Information Professional Update maps out the vital Dialogue on Reshaping business intelligence in your firm and in the business world where it operates . the Firm Library Coming Soon! . . . 10:016 Then we show you how you can use some of the specialized LexisNexis Client Development solutions 2 that compile and transform this raw data into actionable LexisNexis InfoPro Site Evolves! data that your firm can use to pursue a better bottom line . Find a New Librarian Webinar Series Christopher Whitmore, the LexisNexis Client Development Product Champion and Social Media Updates. . . . .10:016 who regularly works with law-firm partners as well as librarians, has provided the insights . (You’ll be surprised at some of the facts around you that can help build successful business decisions) . Plus he offers some resources to help you develop your strategic business analysis skills so you can become part of the Business Development team. Be an E-Subscriber! 1 2009 Redwood Analytics® legal industry report based on interviews with 30 law firms . ® LexisNexis Information 2 LexisNexis Client Development solutions outside Martindale-Hubbell Connected are not generally Professional Update! available to government or law school subscribers . Go to http://law.lexisnexis.com/ infopro/updateprofile.aspx Learn more about the information your firm needs for a better bottom line on page 10:010

10:009 Spotlight On Uncover Your Firm’s Business Development “Sweet Spot” (It’s at the Intersection of Intelligence and Opportunity)

Information is where you rule . You know how to get it—and how to use it . You have something to add to your firm’s Business Development efforts, because successful Relationship/Customer business growth comes from pinpointing opportunity from intelligence: Business Intelligence, Relationship Intelligence and Competitive Intelligence . Intelligence (RI) Understand the firm’s Business Intelligence (BI) relationships with each client Analyze the firm’s internal data to understand which clients are the and each prospect . Then use most profitable, which clients offer the best growth opportunities— the firm’s talents, contacts, and how to efficiently serve those clients . connections and expertise to stand out—and stand above Good Business Intelligence leads to good business decisions . It’s the “inside the competition . information” your management needs, like billings and collections, long-and short- term profitability, even firm diversity can come into play in some matters . This Customer Intelligence means keeping information resides in systems across the firm . That makes it tough to translate into track of who is talking to whom and who potential opportunities, just as important, potential threats to the firm . is mailing to whom . It encompasses all Redwood Analytics, now part of the LexisNexis family of services, offers a suite of the touches between the client and of software and services that can reach across technology silos to compile an internal the firm, including how many and how business picture as the firm builds its client-development plans . In essence, your firm ® often, right down to who took whom to uses Redwood Analytics algorithms to marry internal systems data . lunch . This information is stashed away Analyze business questions such as “Did we lose client hours last year? Overall in professionals’ calendars and e-mail or just certain clients? What are the trends?” The various Redwood Analytics options— folders—and in their minds—as well you pick only what you need—can show your firm where its best potential lies . as in marketing databases/mailing lists Redwood Analytics Business Development, for example, helps firms uncover and in matter files . Even the receptionist “at-risk” clients with declining business, quantify the effects of client turnover, identify may have some insights, like knowing good cross-selling opportunities and create action plans for specific practice areas or the client always arrives for meetings billing partners . 15 minutes early . And it’s not just about exploring the past for trends . With Redwood Analytics Eighty percent of The Am Law 100® products, management can also respond to business proposals better . For example, turns to InterAction® from LexisNexis with Redwood Planning Application, managing partners can even model possible to map out Customer Relationship staffing options and alternative pricing arrangements side-by-side—on the fly—during Management (CRM) . InterAction— matter assessment so the resulting decision gives the client the best deal without winner of the 2008 and 2009 Technology shortchanging the firm’s financial goals . News Gold Award for CRM system—does Need some assistance to get the most out of the business-intelligence investment? more than track touches and contacts . Redwood Professional Services offers a team of legal industry experts who take the time It creates a firm-wide professional to understand your specific goals before recommending analytic training or consulting network, compiling vital intelligence solutions . Even firms who do not use Redwood Analytics software can utilize the from everyone’s e-mail folders as well professional services . as internal databases . And you can fold in external data—such as search results Learn more about Redwood Analytics products and services: from LexisNexis atVantage™ . • Webinar: Creating a Business Development Footprint the Easy Way at http://www2 eventsvc. .com/lnwebinars/ • Literature: These publications are available on the LexisNexis InfoPro site (Select Literature & Reference Materials)— – LexisNexis Analytics Planning Application – Redwood Budgeting Forecasting and Financial Reporting – Redwood Analytics Business Development

10:010 More importantly, you can mine that data to understand the strength of available connections . For example, with InterAction IQ, you can create a Who Knows Who Competitive Intelligence report, which adds unique scoring and analysis to connection information to produce a relationship ranking . See who knows whom—and how well . (CI) But, you ask, who is going to take valuable time to record every client interaction? No surprises for you here . Fortunately InterAction makes it simple . Attorneys can access InterAction via a toolbar that resides within e-mail and calendaring functions . Better yet, InterAction often You may already be part of prompts the attorney so they don’t need to remember to add the data . the Competitive Intelligence (CI) team at your firm, finding, Learn more about InterAction/InterAction IQ: compiling and providing value- • Go to http://law.lexisnexis.com/interaction and find a variety of brochures— added analysis of the external even law firm case studies . business environment . • Webinar: InterAction IQ: Relationships Drive Business at http://www2 .eventsvc com/lnwebinars. / That includes everything from what clients have to spend (and where they have been spending it) to the legal, business and industry trends likely to affect their growth opportunities . But CI is more than a “data dump ”. To answer the important “what if” business questions, you must tie the information together to uncover the realities of your legal marketplace, including what’s up with the competition . LexisNexis atVantage combines the LexisNexis research resources New! you need for client development— Client Profiling Service: LexisNexis® Company Dossier, LexisNexis TotalPatent™, CourtLink®, BI + RI + CI = Client Action Plans and much more—and combines them with additional trending and graphics The new LexisNexis Client Profiling Service analyzes your firm’s client base capabilities . So one search covers legal, and finds the best Business Development prospects . Service steps include: business and news sources and produces 1 Lifetime Value Assessment: the Client Profiling Service team analyzes a single PDF report that can be “sliced your entire client base via billing volume, consistency, etc ., then creates and diced” in a variety of unique ways . profiles and segments them into value groups . With LexisNexis atVantage, you 2 Cream of the Crop: Then the team identifies the top 100 clients with uncover and spot connections in the data the best growth characteristics . you might otherwise miss. You can take a good look at companies using atVantage 3 “Deep Dive” Analysis: Top clients are analyzed in much more depth, profiles . But that’s just a start . You can including detailed looks at external and internal/relationship trends that search with industry, geography, law may affect growth . firms, etc . to answer so many other vital 4 Tactical Plans: Receive a complete list of specific, actionable business questions such as: recommendations . • What’s the market in Seattle and Learn more! This white Portland—what companies/industries paper … What Do You Really are there? Know about Your Best Clients? • And what businesses require labor is at the LexisNexis InfoPro site . & employment advice? • Who do they use for counsel? • What are our strengths and weakness in comparison? continued on page 10:012

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law .lexisnexis .com/infopro Spotlight On

Uncover Your Firm’s Business Development “Sweet Spot”— continued from page 10:011

You can even generate client prospect lists with LexisNexis atVantage . Don’t Forget “Visibility Intelligence!” And the powerful information it uncovers integrates into InterAction. Stay unforgettable with clients and prospects by staying in touch and showcasing the firm and each lawyer’s unique knowledge Learn more about Competitive and expertise . Intelligence and LexisNexis atVantage: • Special Librarian Webinar: See page 10:016 for details . So many places to cover—professional profiles and listings in print and online; ™ networking opportunities; professional social networks; etc . And then there’s the • Literature: atVantage Business matter of your firm Web site … keeping it compelling to keep viewers returning . Development Tools is available Martindale-Hubbell® has grown beyond a directory of more than one million on the InfoPro site . attorneys . You’ve seen it most recently with Martindale-Hubbell® Connected, the • Special Librarian Development premier global network of more than 25,000 legal professionals, including you! Build Literature: These publications are connections, join like-minded groups and forums, and blog on topics of interest—posts at the InfoPro site— that can link back to the firm Web site . – Librarians Can Evolve With But did you know Martindale-Hubbell—and other LexisNexis resources—offer Competitive Intelligence more than individual and group profiles? You can get resources to help your firm – Competitive Intelligence in Law demonstrate its expertise through: Firms: How Can You Begin? • Published articles: Your experienced professionals can share their insights through martindale.com ®, more than a dozen specialized LexisNexis Online Communities, Mealey’s™ Litigation Report Commentaries, feature articles in Martindale-Hubbell Counsel to Counsel magazine (C2C) and more . • Face-to-face networking opportunities: Martindale-Hubbell Counsel to Counsel Forums bring together approximately 18 senior corporate counsel and six law firm partners to share best practices in the management of corporate legal departments . Plus the Redwood Think Tank of industry experts also sponsors conference presentations and participates in valuable client forums . • Web presence: Martindale-Hubbell also offers distinctive Web site solutions, providing your firm with a professional presence and improved visibility online . Martindale-Hubbell Search Engine Marketing (SEM) products and services can even help you capitalize on your existing Web site investment to generate more leads through Search Engine Optimization (SEO) and Pay-Per-Click advertising (PPC) . • Video presence: Create a level of comfort before clients even enter the offices. Martindale-Hubbell video experts professionally shoot, produce and host a custom video for you without the high cost often associated with video production . Ask your LexisNexis Librarian Relations Consultant or LexisNexis account representative about any of these options .

10:012 Knowledge Exchange How Can You Leverage LexisNexis® PowerInvoice™ to Help Your Firm Better Serve Clients? by Carol Barra, LexisNexis Librarian Relations Consultant By reviewing this information on a regular basis, you help the firm make sure Have you noticed the theme to this month’s LexisNexis Information that the existing alerts are still needed Professional Update? Our focus this month is LexisNexis Client and are being utilized by the users who Development resources . You are all aware that the economy is set them up . If there is no longer a need forcing law firms to evaluate how they can provide the best, most for the information, the alerts can be cost-effective services to their clients . Firms are re-evaluating what cancelled and save the client and/or the they need to do to remain profitable businesses—and you can help . Carol Barra firm money . You are all being asked to cut your budgets and find ways to save The other possibility is to set the firm money . Clients are asking for firms to provide services at a lower cost . up alerts for reports to monitor the But there’s more . lexis.com usage of summer associates The LexisNexis® PowerInvoice™ service 3 is a tool information professionals have in or fall associates and help them become their arsenal to help your firm better serve clients . You may be asking yourself … How better, more cost-effective searchers early can a tool that provides information about usage possible help the firm retain clients? in their careers . This will also benefit the From my experience working in a law firm with the information available through firm and its clients . PowerInvoice—and from my years working with LexisNexis to help improve the LexisNexis has enhanced the tool—let me share my thoughts and ideas with you . PowerInvoice service over the past year First, the PowerInvoice service gives you 12 months of billing data, plus the current in other ways as well . Your e-mailed month . And now, as you may have noticed, you can see the City and State for each Bill invoices for lexis.com are now being Group available for your review. LexisNexis just made several enhancements based delivered as a PDF attachment. This on feedback from informational professionals like you . By monitoring this information enhances the viewing experience for on a regular basis, you have an effective way to uncover which lexis.com® users are the e-mailed invoices . You’ll also find conducting research in a cost-effective manner … and who may benefit from additional an option for delivering customized training . Cost-effective research is key to keeping billing partners and clients happy, PowerInvoice reports as an Excel® especially in this down economy . spreadsheet . Again, these enhancements Second, you can now schedule alerts to automatically send you these usage were made as a result of feedback from reports on a schedule that makes sense to you . My recommendation is weekly so that informational professionals using the the amount of data does not overwhelm you . PowerInvoice service . By the way, it is easy to quickly review billing data to determine if a transactional I have covered some of the ways user is conducting an excessive number of searches or printing what seems to be an you can use the LexisNexis PowerInvoice excessive amount . And determine if hourly users are staying online for hours at a time . service to help your firm provide a This determination will depend on variables like the type of research being done and better and more cost-effective research the complexity of the matter . You are best suited to make a determination after having product for your clients . But this tool has a conversation with the user to determine if that person could benefit from some cost- additional capabilities—many more ways effective research tips . It’s another good way to help the partners ensure clients are to use the billing data . Please contact your being served well . LexisNexis Librarian Relations Consultant Third, by using the Enhanced section under the Billing Data Tab, you can search for a more in-depth review of how the for individual users, individual clients, broad categories of sources like briefs, and PowerInvoice service can help your firm . types of charges like alerts . One way I used the PowerInvoice service was to periodically run a search for alerts . The resulting report showed who had daily, weekly or monthly alerts set, the cost of those alerts, and the client/matter numbers to which the alerts were being charged . You can also let the user know the cost . You have the option of scheduling an alert to be sent to you via e-mail automatically, so you don’t have to remember to run the report .

3 The LexisNexis PowerInvoice service is not generally available to government subscribers .

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law .lexisnexis .com/infopro For IPs On ly What’s New in Legal Education? 2010 AALS Meeting Shows Educators Online and Print Advances “Transformative Law,” the theme of the 2010 Association of American Law Schools More Than 500 Print Resources (AALS) Annual Meeting in New Orleans, set the stage for the innovative offerings that Educators could view more than LexisNexis now offers legal educators . With four goals in mind, the LexisNexis Law 500 publications, including selected School team provided meeting participants with opportunities to: practitioner publications, and discuss • view LexisNexis solutions; individual teaching needs . Among • engage in discussions about teaching/administration needs; the showcased casebooks were the • recognize colleagues’ contributions to the transformation of legal education; and Understanding Series of subject-specific • discover online/publishing leads. treatises and the innovative Skills & Values Series. (Several professors who participated in the demonstrations noted Mobile Learning from LexisNexis the series offers effective ways to integrate At the LexisNexis learning station, attendees could see new technology that keeps law skills-based training throughout the school students (and the educators) well connected . curriculum .) One search on “LexisNexis” in the Apple® store lets an iPhone® owner download A “Meet the Author” area hosted 50 the free application that retrieves cases—more than four million available—and authors at scheduled times so professors Shepardize® anywhere and anytime right from an iPhone! could discuss the author’s book and The eBook Pilot Program, which begins this semester with 125 University of its suitability for the professor’s class . Florida students, delivers portable, flexible course materials . During this pilot program, And Leslie Levin, LexisNexis Executive student participants experience easier highlighting and integrating personal notes into Acquisitions Manager, met with potential the eBook . authors to discuss proposals for new All attendees who viewed more than two demonstrations at the LexisNexis station teaching materials . were entered in the twice-daily drawing for an iPod touch®, MacBook® and a portable The week’s publishing events electronic reading device . culminated with the LexisNexis Authors’ Dinner . Nearly 250 authors, guests and Respite Offered; Feedback Welcomed LexisNexis representatives enjoyed the The LexisNexis space received many more visitors this year than in the past, and the reception at the New Orleans Museum LexisNexis Law School team thanks all the attendees who visited . The space was of Art, a Beaux Arts-style home to a intentionally designed to invite attendees to browse, snack, check e-mail and exchange magnificent permanent collection, ideas about the critical tools and materials now needed to teach law effectively . and dinner at The Pavilion of the Two Sisters, the centerpiece of the 12-acre New Orleans Botanical Garden . Follow the Leaders Before the annual meeting, the LexisNexis Law School team asked law school faculty members to nominate colleagues whom they considered to be leaders in legal education . In keeping with the meeting’s “Transformative Law” theme, the intent was to acknowledge deans, faculty and administrators who are leading the way in preparing students for today’s diverse practice challenges . (Who was honored? See the accompanying article on the next page .)

10:014 Transformative Law: Leaders in Legal Education Recognized Nominated by their peers for preparing students for today’s diverse practice challenges, these educators’ contributions were displayed on plasma screens at the LexisNexis station—and shared with colleagues at AALS . Each honoree also received a gift from LexisNexis in recognition of their extraordinary efforts:

Mark D. Bauer Neal Feigenson Mary A. Lynch Associate Dean of Academics, Carmen Tortora Professor of Law, Clinical Professor of Law, Stetson University College of Law Quinnipac University School of Law Albany Law School

David Callies Ronald H. Filler Karen Mika Benjamin A . Kudo Professor of Law, Professor of Law and Director, Professor, William S . Richardson School of Law, Center of Financial Services Law, Cleveland Marshall College of Law University of Hawaii at Manoa New York Law School Julie K. Sandine Brian Clauss Roberta K. Flowers Assistant Dean for Student Affairs, Arbitrator, Mediator and Attorney, Wm . Reece Smith Jr . Distinguished Vanderbilt University Law School The John Marshall Law School Professor of Law, Stetson University College of Law Andrew Schepard Nora V. Demleitner Director, The Center for Children, Dean and Professor of Law, James W. Fox Jr . Families and the Law and Hofstra University School of Law Associate Dean of Faculty Development, Professor of Law, Stetson University College of Law Hofstra University School of Law Herbie DiFonzo Professor of Law, Justice Janine P. Geske (retired) John O. Sonsteng Hofstra University School of Law Professor of Law and Director, Professor of Law, The MULS Restorative Justice Initiative, William Mitchell College of Law Janet L. Dolgin Marquette University Law School Jack and Freda Dicker distinguished Christina Spiesel Professor of Health Care Law, Phoebe A. Haddon Senior Research Scholar, Yale Law School; Director of Health Law Studies, Dean and Professor of Law, Adjunct Professor, Quinnipac University Hofstra University School of Law University of Maryland School of Law School of Law

Michael A. Farley Assistant Dean of Student Life, Stetson University College of Law

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law .lexisnexis .com/infopro For IPs On ly Dialogue on Reshaping the Firm Library Coming Soon! So … how can your law-firm library redefine itself and better integrate with other LexisNexis ® Information practice support functions? How can you and other firm departments best deal with Professional Update overlapping roles and responsibilities? Newsletter editions are also available Find out how to optimize and improve the knowledge process at your firm! Be electronically at http://law.lexisnexis.com/infopro part of a major dialogue on how the newest technological, marketing and Business Development challenges are evolving your profession . LexisNexis Information Professional Update is a monthly newsletter (November/December issues LexisNexis is pleased to be a sponsor of the Ark Group/Managing Partner combined) for law-firm, law-school, corporate and th Magazine’s 4 annual forum, Best Practices & Management Strategies For Law Firm government information professionals published by Library & Information Service Centers: Reshaping the law firm library to achieve LexisNexis, P .O . Box 933, Dayton, OH 45401-0933 . excellence in a new economy—successfully positioned and integrated to effectively Managing Editor support both the business and practice of law. Barbara M . Byrd [email protected] Hurry! There is Limited Seating! Marketing Liaison Lori A . Blair Date: February 25 Contributors Location: New York City Georgia Akers Linda Banks For more event details, a complete program brochure and/or registration options, please Beverly Burns contact Peter Franken at pfranken@ark-group .com or by phone at 773-281-4275 . Lisa McDonough Jayne Nash Carol Sandy Debbie Smith LexisNexis InfoPro Site Evolves! Legal Liaison Shari Townsend Find a New Librarian Webinar Series For comments/questions regarding legal products, contact: Cindy Spohr, MLS and Social Media Updates Team Lead, LexisNexis Customer Consultant Group [email protected] Go to the LexisNexis InfoPro Web site at http://law .lexisnexis com/infopr. o You’ll note some changes, including: Michael Saint-Onge, MLS Team Lead, LexisNexis Customer Consultant Group • A chance to speak up! Now rate and comment on InfoPro articles, including [email protected] Update articles that appear online . ® ® • Social media: Link to follow updates via the Facebook InfoPro page or via Twitter LexisNexis, lexis.com, Martindale-Hubbell, in addition to RSS feeds . martindale.com, Shepardize and the Knowledge Burst logo are registered trademarks of Reed Elsevier • New posts: The newest InfoPro additions are highlighted in the right navigation bar. Properties Inc ,. used under license . CourtLink, • Easier navigation: Duplicate page information has been removed for faster Redwood Analytics and InterAction are registered browsing . trademarks, and atVantage, TotalPatent, Mealey’s and PowerInvoice are trademarks of LexisNexis, • Faster access to banner ads: See the Martindale-Hubbell Connected registration a division of Reed Elsevier Inc . Other products or link to register right at the top of the main InfoPro menu . Plus you’ll find banner services may be trademarks or registered trademarks ads for the LexisNexis Librarian and Coffee Break Webinar Series, LexisNexis® of their respective companies . myIDEAS, LexisNexis Online Communities and more . © 2010 LexisNexis, a division of Reed Elsevier Inc . All Rights Reserved . LB2010-2 0210

Check Out the NEW Law Librarian Webinar Series— Developed Specifically for Law Librarians by LexisNexis Librarian Relations Consultants! Offerings now include a review of LexisNexis atVantage (highlighted on page 10:011) . This Webinar is hosted by LexisNexis Librarian Relations Consultants Leanne Battle and Danielle Francis, who share their strong experience with the LexisNexis atVantage product and how it is successfully being used in law firms today . For more details, go to http://law .lexisnexis .com/infopro/LRGwebinars

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