What's Your Client Data Telling You?

Customer data, write Brad Brown, Kumar Kanagasabai, Prashant Pant, and Gonçalo Serpa Pinto in "Capturing value from your customer data," is strategic. It gives companies (they're not talking about law firms, but the same principles apply) a competitive advantage:

Research tells us that organizations that leverage customer behavioral insights outperform peers by 85 percent in sales growth and more than 25 percent in gross margin.

Read the post. Look at the data you've been capturing - for decades, in many cases - and think about what it reveals about your existing clients, about potential clients, about the ways you do business, the ways you land new work, the ways you communicate your value. About the you can do all that better. You'll be glad you did.