ikaun Builds World Class Data Engine to Drive
Revenue and Relationships for Cohen & Gresser

Background

Cohen & Gresser is an international law firm with offices in New York, Paris, Washington, D.C., and London.  The firm has an outstanding record of success in high-stakes and high-profile litigation, investigations, and transactions for our clients, including major financial institutions and companies across the world. The firm’s attorneys have superb credentials and are committed to providing the efficiency and personal service of a boutique law firm along with the quality and attention to detail that are the hallmarks of the best firms in the world.

 

The firm’s Senior Manager, Marketing Technology, Alex Kelly, and the Marketing Technology Systems Analyst, Siham Vellano are responsible for the firm’s marketing technology systems, providing the firm’s attorneys and Business Development team with a library of data that is cataloged and seamlessly accessible for a broad set of critical business needs, from winning new business to providing the exceptional client service for which the firm is known.

 

To that end, experience management is one of the firm’s most vital technology systems, as it captures matter-specific information about current and prior work and makes other data accessible to the Marketing and Business Development teams, enabling them to respond swiftly to attorney requests for information.

 

Alex comments: “Experience management is a marketing-owned resource that helps us deliver on the requests of our partnership in a self-sufficient manner. As the firm continues to experience accelerated growth, having access to a system where the Marketing and Business Development teams can reference the right data swiftly and efficiently is paramount, especially for winning new business and driving related strategic initiatives for the partners and various practice groups.”

 

Siham adds: “We want to make sure that we're standing up systems for business development that are useful around what work we do, how we position the firm and our attorneys when it comes to a pitch or an RFP, and how we equip our team with data rich answers to questions that drive revenue and relationships.” Those questions include:

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Cohen & Gresser’s Experience

Prior to engaging with ikaun, the firm struggled to get the data business development needed from a variety of data systems including their financial system and other sources of experience data. The team was, therefore, forced to pull experience data manually, causing a significant time burden.

 

After an extensive search and recommendations from peer firms, Alex and Siham found ikaun. Alex comments: “From the beginning, we were approached as partners in the success of our experience management system, and that’s what we wanted: a partner.”

 

With the ikaun leadership, it was apparent immediately to Cohen & Gresser that they would not only be getting a team of exceptional experts in the technical components of experience management technology, but also a problem-solver who had a deep understanding of the business challenges the firm’s Marketing and Business Development teams were tasked to answer.

 

The ikaun team worked with an external consultant who specializes in SQL to map fields into the correct homes within ikaun to ensure the financial data was brought over accurately.  The ikaun team then extended the data set to include key elements from the old experience database, Chambers submissions, and the Cohen & Gresser website.

 

Part of this process included significant transformation of the old experience data into a more modern representation of how the firm categorizes and segments their experience. The purpose of this work was to ensure historical data was not left behind and to represent the current state of how the firm categorizes experience.

 

Alex Kelly comments: “Our experience with ikaun, from leadership to customer support, has been transformational. Our systems are speaking to one another correctly, and we are at last poised to capitalize on our world-class foundation of data for our business development needs.”

 

Today, ikaun pulls matter information seamlessly from the firm’s financial systems, and:

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Takeaways

With ikaun in place, Cohen & Gresser now has the technology to build a best in class data foundation to power the firm’s business development strategies—in addition to gaining a trusted partner in the firm’s evolving marketing and business development needs.

 

Alex comments: “We set a goal to get the foundational data of our experience systems right and now we’ve done that, finally, with ikaun. The ikaun team has been there with us every step of the way, helping us translate our business processes into the right technology integrations and flow, creating the right solutions to operationalize our business development for us to truly drive that value back to our firm and our attorneys. I simply cannot speak highly enough of their expertise and support.”

 

Alex concludes: “Cohen & Gresser is a white glove service firm where every pitch, RFP, and engagement is approached with urgency and tailored to the work and strategy for our clients. We absolutely rely on a world-class experience management solution—and world-class partners. We have both in place with ikaun. Full stop.”

 

The Future

Today, Cohen & Gresser is well on their way to transforming marketing and business development with ikaun but there is so much more on the horizon. Cohen & Gresser will continue their journey by automating more directory and awards submissions, as well as continue to refine their RFP process—and with IKA, ikaun’s AI-powered content co-author, a whole new world of automated matter profiling will be unlocked.

Objectives for Cohen & Gresser

"Experience management is a marketing-owned resource that helps us deliver on the requests of our partnership in a self-sufficient manner.

 

As the firm continues to experience accelerated growth, having access to a system where the Marketing and Business Development teams can reference the right data swiftly and efficiently is paramount, especially for winning new business and driving related strategic initiatives for the partners and various practice groups."

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"We want to make sure that we're standing up systems for business development that are useful around what work we do, how we position the firm and our attorneys when it comes to a pitch or an RFP, and how we equip our team with data rich answers to questions that drive revenue and relationships."

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"We set a goal to get the foundational data of our experience systems right and now we’ve done that, finally, with ikaun.

The ikaun team has been there with us every step of the way, helping us translate our business processes into the right technology integrations and flow, creating the right solutions to operationalize our business development for us to truly drive that value back to our firm and our attorneys. I simply cannot speak highly enough of their expertise and support.

Cohen & Gresser is a white glove service firm where every pitch, RFP, and engagement is approached with urgency and tailored to the work and strategy for our clients. We absolutely rely on a world-class experience management solution—and world-class partners. We have both in place with ikaun. Full stop."

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About ikaun

ikaun is a world-class experience management platform for the professional services industry. Built based on the needs of business development, marketing, and knowledge management, ikaun offers a unique solution for streamlining how experience is discovered, shared, and reused by business development and fee earners.