The revenue opportunity you’re missing

The webinar is over, but the recording is available.

Retaining and growing existing clients is less costly than new client acquisition—the success rate is higher, and even small increases can significantly increase profits. 

If your firm is not doing enough in this area, we invite you to watch our webinar with Foundation Software Group for ideas on how you can do more through collaborative use of intelligence.

What will you learn?

This webinar is about collaborating across practice groups to strengthen client relationships and identify new ways to grow client revenue. We discussed how to generate new ideas and develop effective plans by:

  • Gathering and monitoring external, client-related intelligence.
  • Comparing external happenings and trends to internal data captured in a firm intelligence platform.

What’s the opportunity?

Customer acquisition cost and customer lifetime value are not routinely analyzed or considered in many firms, yet they should be:

  • Since it’s less costly to retain a client than acquire a new one, even incremental client growth can significantly increase firm profits.
  • Firm revenue is based on billable hours and business development takes non-billable time—significant time when pitching new clients.

Who should watch?

Anyone involved in client relationship management, marketing and business development in medium-large law firms, as well as those responsible for the firm’s information management initiatives.


merrrell moorhead

barry solomon

Merrell Moorhead
Head of Intelligence Products & Services
LAC Group

Barry Solomon
Executive Vice President
Foundation Software Group

Merrell leads LAC Group’s intelligence products and services team, including an extended group of talented and dedicated analysts. He works with clients across multiple industry, nonprofit and public service sectors to deliver insights and custom content to support strategy development, operational excellence and business growth.

As Executive Vice President at Foundation Software Group, developer of the first firm intelligence platform, Barry Solomon wears the alternating hats of lawyer, entrepreneur, general counsel, law firm CMO and software executive. This experience has given him a deep and unique perspective on how technology can help firms drive growth.


  • Merrell talked about monitoring and leveraging external, client-related intelligence.
  • Barry discussed breaking down silos to improve client service and grow existing client relationships.
  • Includes audience Q&A moderated by Cate North, LAC Group Content Marketing Manager.

About Foundation Software Group

The Foundation Firm Intelligence platform provides endless opportunities for the data driven firm. Break down silos to improve client service, win new business, and gain insight into the business and practice of law. Includes industry leading integrated applications for Experience Management, Expertise Location, Client Management and more.

About LAC Group

LAC Group provides critical information management solutions such as competitive intelligence and other research services and spend expertise to control and reduce related expenses. Founded in 1986, LAC Group is a leader in delivering high-quality, cost-effective business services that help organizations manage and curate information, data and content.