The Will Bureau’s success story with eBECS and Microsoft

The Will Bureau is a leading legal service provider in London offering a range of legal services including estate planning, discretionary trusts, IHT, asset preservation, wealth management, tax saving, guardian, executor and secure document storage.. SITUATION The Will Bureau has clients that are based all over the South East of England and the firm was keen to have more control over its client communications and its new business development. The firm recognised that the majority of its new business came from its network of professional financial or legal advisors, which are better known as ‘introducers’. The Will Bureau could quickly see the benefit of having a clear picture of this sales process and being able to measure and assess the performance of its sales team against the firm’s growth targets. SOLUTION The Will Bureau selected Microsoft CRM over three other potential solutions as the ideal one to assist with this initiative. The senior management team now has accurate reporting and analytics that bring clarity to the sales process and the ability to monitor the progress of the sales team. For example, if someone within the sales team has a performance issue then there is documented evidence to show how many phone calls have been made, how many meetings were attended, who the meetings were with and so on. The sales team is monitored and assessed against a proven business development process designed to win new business and any deviations from this process are easy …