White Papers


We publish annual white papers that examine the business development trends in the professional services industry. Each white paper provides relevant takeaways intended to provide best practices that strengthen your firm and your book of business.
  • white paper on the state of CRM at law firms 2019 by Ackert Advisory
  • The State of CRM for Law Firms (2019)

    Ackert, Inc. is the founding company of PipelinePlus & Ackert Advisory. Details details details on background of company and where we are now!

    Our cutting-edge technology products and advisory services will elevate your business development outcomes.

    Our technology platforms have won LMA Your Honor Awards in both the US and Canada. Our results have been written about in media outlets globally. And our world-class faculty of consultants consistently facilitate new insights for our clients.

    Authored by Olivia Watson & David Ackert

  • Booklet of key performance indicators for law firms 2018 by Ackert Advisory
  • Key Performance Indicators for Law Firms (2018)

    This free report provides legal marketers with a set of 18 useful KPIs that are easily calculated, aggregated from platforms they already use, immediately actionable, and strategically valuable. We will also explain what you can do with those metrics to cut costs, identify opportunities, and grow the firm. In this report, we make a case for:

    • Why law firms should track business intelligence metrics.
    • How these metrics can benefit the firm, the lawyers, and the marketing department.
    • 18 specific Key Performance Indicators (KPIs) that legal marketers should track.
    • How marketers should respond to each KPI to optimize efficiency and ROI.
    • How our business intelligence dashboard, Practice Viewer, can track all of these metrics effortlessly.

    Authored by Olivia Watson & Aaron Garcia

  • Booklet of The State of CRM at Law Firms 2018 by Ackert Advisory
  • The State of CRM for Law Firms (2018)

    The CRM industry is now the largest and fastest-growing segment of the technology market. More law firms are adopting CRM every year, but many still struggle with data integrity, lawyer adoption, and ROI.

    In the Spring of 2018, Ackert Inc. conducted the third installment of its annual market-wide study examining the state of Client Relationship Management (CRM) software within law firms.

    The white paper includes a detailed analysis of the survey findings as well as a list of best practices for firms wishing to choose the most effective platform, promote higher utilization among lawyers, and maximize the ROI on their CRM initiatives.

    Authored by Olivia Watson & David Ackert

  • Booklet of a market-wide study on business development trends across firm demographics
  • Business Development Trends Across Firm Demographics (2018)

    Unlike other research examining global averages, this survey of nearly 100 North American firms examined which revenue generation strategies are most effective for specific firm sizes, lawyer seniority cohorts, industry groups, and practice areas.

    • The differences in effective business development strategies for senior associates, junior partners and senior partners.
    • The most effective revenue generation techniques for boutique, small, medium and large firms.
    • Which marketing initiatives are a waste of money and which yield a high ROI.
    • The most effective type and frequency of coaching for the different types of lawyers within your firm.
    • Which practice areas and industry groups are the most effective revenue-generators, and the client development techniques that work best for each one.

    Authored by Olivia Watson & David Ackert

  • pie chart study showing investment in business development
  • CRM vs. Pipeline Management: A Case Study (2017)

    According to Altman Weil’s ‘Law Firms in Transition 2017’ survey, 71% of firms are investing more in BD, but only 30% achieve their desired improvement. Don’t settle for mediocre solutions with unproven returns. Read the case study to learn:

    • The reasons behind low adoption rates of CRM within law firms
    • Pipeline management: a results-driven approach to business development
    • How law firms have generated up to 11,500% ROI with pipeline management
    • How targeted business development leads to better ROI
    • How pipeline management software helps grow a law firm’s business

    Authored by Olivia Watson

  • bar chart showing percentages of bd programs coaching sales webinars and mentorship
  • Investing in Rainmakers: Do Business Development Training Programs Yield ROI? (2013)

    In the Spring of 2013 we conducted a survey of North American law firms to identify the types of business development training programs they utilize with the objective of uncovering protocols that yield a positive return on investment for the firm. We wrote a white paper based on the survey findings and identified a series of best practices for designing, launching and overseeing a profitable BD training program in the legal industry.

    Authored by David Ackert & Gabriel Byberg