WINNER: Allen & Overy
Allen & Overy (A&O) wins this award thanks to the efforts of the team behind its legal sales support system, EPiC. The name stands for ‘experience, pitches and contacts’ and, according to A&O, is “probably the world’s most advanced legal sales support system”. The EPiC team was responsible for creating, developing and supporting all elements of this multi-phase project, which is already delivering a legal experience database of more than 50,000 deals and cases; a database of more than 4,000 client pitches; a marketing collateral library of 300-plus brochures and campaigns; and a sales proposal generation application which calls on more than 1,000 pieces of approved copy to create responses to client opportunities. In addition, a client relationship management module is being developed by the team, which will transform the way this data is used at A&O.
“In terms of value to the business and increased efficiency, there are few areas as high-return but difficult to tackle as experience/pitch/creds databases,” said one judge. “A&O seems to have covered the bases with this system and achieved a global rollout in a relatively short space of time. As they say, the real value add is in digging into the client needs and tailoring the pitch, and all too often this fails due to time pressures in collating the basic information. This is a project that would deliver real business and client benefit.”
About Phoenix Business Solutions
Phoenix is a global software and services organisation with expertise in the professional services market. They provide leading enterprise content management (ECM) and knowledge management (KM) solutions as well as consulting on all aspects of technology.
Phoenix offers end-to-end solutions that combine best-of-breed products and services, bespoke development expertise, and seamless integration to professional services firms worldwide. That expertise is underpinned by more than a decade of experience.
2ND: Taylor Wessing
Taylor Wessing IT director Stuart Walters oversaw a year-long project to establish a relationship and account management function. The idea was to better understand the lines of legal advice the firm provides, the sectors it provides it to and opportunities where IT can add value to both the firm and its clients, without an increase to running costs or headcount. The team believes this sets it apart from other law firm IT departments, which often focus purely on the operational elements of IT or only delivering the projects that the business asks for. As a result of the project, Taylor Wessing’s lawyers now consider the IT team a true business partner rather than a back-office operation. “This is a good example of an IT team covering the basics for the business as well as offering monetisable services to clients, such as social media monitoring and IT consulting. It could become an interesting revenue stream.”
3RD: DLA Piper
It is hard to argue with the sheer scale of DLA Piper’s Cloud Desktop service. The firm provides the service to about 3,500 users across 45 offices worldwide and users can access it on more than two billion devices using iOS, Android, Windows, Mac, BlackBerry and Linux using Citrix technologies. The technological advances have helped the team act as a leader in global problem working. For example, on several occasions the Emea resource has picked up user issues raised by Asia Pacific and continued to work on them throughout the Asia Pacific night, before passing them back at the end of the Emea working day. “Impressive submission,” said one judge. “Flexible and adaptable both for the user and for the IT department and at a very reasonable cost. Unusual to see innovation employed to allow diversification of IT options, but it is key given the global nature of the business and desire for individual choice, which really makes this submission stand out.”