Rev Ops in Professional Services

If you google "what is RevOps" this is what you find, in the round :

"Revenue operations (RevOps) is the strategic integration of sales, marketing and service departments to provide a better end-to-end view to administration and management, while leaving day-to-day processes within the departments. The holistic approach of revenue ops is designed to break down silos between departments."

It is an idea, business unit or function that has been around in SaaS sales for a number of years. Some might argue that is an evolution of sales enablement, sales operations to what we now have today, revenue operations.

There is a narrative playing out on LinkedIn that Professional Service firms, Lawyers and Accountants, should adopt a rev ops mindset and approach to sales, bd & marketing. 

"But we can't even get people to use CRM, let alone think about how we might integrate all of this, under one budget and business unit that doesn't exits" I hear you think.

Well. just because it would seem we can't, does that mean we shouldn't try?

Today's guest, Ron Latz, and I, got into this debate, more broadly, on LinkedIn about sales and selling more broadly, which was started based on a post about rev ops in law firms, hence here we are, debating this further.

Ron is VP for Sales & Customer Success at Mockingbird Marketing. He describes what he and the team do as :

"My goal is to help growth-minded attorneys and law firms drive more qualified consultations and increase retained clients. Most agencies in the legal marketing arena are wrong or misguided, at best, and have brainwashed the industry to believe that vanity metrics like clicks, calls, and 'leads' are the guiding indictators that will put them on the path to success.

At Mockingbird, we show you a very different and much better way. If you want to start accurately measuring your marketing effectiveness, learn how to put systems and processes in place to improve productivity and efficiency, and better serve your clients, come talk with us. Even if we're not aligned to help you reach your goals, I can promise you that you'll look at marketing your practice with a fresh and new perspective. "

 

In this episode we chat through :

Where is the US law firm market around the world of sales and technology?

What is the challenge with adoption?

Does it matter where they are on the growth curve to consider this?

Client expectations are changing.

Are lawyers / accountants even sales people?

What is Rev Ops and is it even relevant to professional services?

What does this mean for BD? Should this be their role?

Professional Services, don't know what they don't about all of this technology, so why should they care?

For those that do have the technology, is it being deployed and used in the way that it was intended?

Do professional services firms need to start thinking like Amazon? or is this just a cliché.

Is the change in mindset just too hard?

What small things can you do today with the technology you already have?

 

If you would like to connect with Ron to learn more about how he and the team can help you with your rev ops strategy, you can find him here on LinkedIn - (5) Ron Latz | LinkedIn 

 

Let us know what you think?

 

Thank you to Ron for his time and insight, and, as ever, thank you for listening.