K & L Gates

A Tale of Two Firms: Manzama Tools Increase
Value Through Client Service and Trust

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A K&L Gates partner outshined their client’s PR Firm by offering them a weekly report created with Manzama’s best current awareness service and publishing tools. The sample current awareness report won them new business and strengthened their client relationship.

“As soon I learned that one of our clients was unhappy with the company they used to monitor news, I raised my hand and said “I’ve got just the thing! I quickly put together a prototype report and sent it to the lawyer, who then sent it to the client for their comments. Those comments must have been favorable because the client terminated their relationship with their PR firm on the spot.”

– Stephanie Dooley, Firmwide Manager of Business Intelligence, K&L Gates

How Can Firms Excel in the New Legal Landscape?

For the law firm in today’s world, being a trusted provider of legal services often is no longer enough. The marketplace has become increasingly competitive for legal services, and law firms are constantly seeking ways to stand out from the competition by providing a deeper level of value to their clients. Clients now not only expect firms to be good providers of legal services, but also to be informed advisors that help identify risks, trends and opportunities that could gain them a competitive advantage, or help them to avoid pitfalls and risks.

Through its powerful searches that hone information sources down to the most valuable, relevant nuggets, and user-friendly publishing tools, Manzama gives firms the ability to find and deliver advantageous information efficiently into the hands of their clients. The K&L Gates case below illustrates how leveraging Manzama on behalf of their clients allowed the firm to provide additional high value service to their clients.

Better Results. Better Reports.

A K&L Gates lawyer in Asia wanted to offer his client a better option to the weekly news monitoring service they were receiving from a PR firm in South America, so he offered Manzama results to them as an alternative. Impressed with these results from Manzama, the client requested ongoing, weekly briefings to monitor their interests in markets around the world – in lieu of the reports they had been receiving from their PR firm.

Partners in Publishing

Firmwide Manager of Business Intelligence Research for K&L Gates, Stephanie Dooley, understood the power of Manzama’s superior search and publishing tools, and saw an opportunity for the partner to be “the hero” by providing the client a weekly, targeted report with Manzama’s industry leading, high relevancy results.

Dooley said it was Manzama’s deep commitment to excellence and service that helped their firm earn the client’s trust, with the Manzama team working around the clock to incorporate an entire Portuguese lexicon into its platform and create a Brazil-focused content feed.

Comprised of approximately 2,000 lawyers who practice in fully integrated offices located on five continents, K&L Gates LLC represents leading global corporations, growth and middle-market companies, capital markets participants and entrepreneurs in every major industry group as well as public sector entities, educational institutions, philanthropic organizations and individuals. K&L Gates’ practice is a robust full market practice — cutting edge, complex and dynamic, at once regional, national and international in scope. Over each of the last six years, revenues exceeded $1 Billion.

Law Firm Challenges
  • Competitive, client-driven business climate
  • Client demand for increased business expertise and insights
  • Finding the best information amid a sea of sources and alerts
  • Need for stronger client relationships resulting in new business
Manzama Solutions
  • Provide Best In Class Intelligence: Superior, customizable search capabilities
  • Enhance Client Support/Services: User-friendly publishing & sharing tools
  • Increase Efficiency: Responsive, innovative features and tools save time
  • Drive Increased Revenues: Better value to clients brings larger “share of wallet”
“I hadn’t had a chance to explore thoroughly [before offering the report to the client] that a lot of the relevant news was in Portuguese,” Dooley recounted.“This was Monday, the client had already fired their PR firm, and I had to push my first newsletter on Thursday. Over the course of just three days, I gave Manzama approximately 30 different Portuguese-language websites that commonly reported the news that we were looking for. They pulled those sources in, and created an entire Portuguese lexicon that would allow me to capture the Portuguese news. [They] didn’t admit it, but I got the impression that the Manzama analysts were up at all kinds of crazy hours getting that done. And, when it came time to push my first newsletter, everything I needed was there. The people at Manzama moved mountains so that I could do what I needed to do to please our client.”

– Stephanie Dooley, Firmwide Manager of Business Intelligence, K&L Gates

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